Landing Whales

“Landing Whales: The Proven Blueprint for Selling to Larger Clients” by Susan Werkner and Peter Applebaum is a tactical guide designed to help small and medium-sized businesses attract and win high-value clients. Instead of relying on unpredictable referrals or personal networks, the book presents a systemized, repeatable process for consistently landing major contracts. It focuses on developing scalable lead generation strategies that run 24/7, allowing business owners and their teams to spend less time chasing leads and more time closing deals.

The authors break down how to position your business as a credible partner to large organizations, craft persuasive messaging that resonates with decision-makers, and pitch effectively to secure high-ticket opportunities. They also explore how to re-energize sales teams with new tools and frameworks that build long-term confidence and motivation. With a strong emphasis on process and positioning, Werkner and Applebaum offer a modern playbook for standing out in competitive markets and moving up the value chain.

Whether you’re running a creative agency, consultancy, or service-based business, “Landing Whales” offers the blueprint to scale your client base strategically and sustainably. The goal isn’t just to win one big deal, it’s to build a sales engine that becomes a true business asset. For any entrepreneur ready to grow beyond referrals and secure larger, more profitable clients, this book delivers the clarity, structure, and momentum needed to take your business to the next level.