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Whale Hunting: How to Land Big Sales and Transform Your Company by Barbara Weaver Smith, Tom Searcy

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Glossary
Ambergris—Rare and priceless substance produced deep within the gut of a sperm whale. The Whale Hunters use this term to represent additional value to be located within existing key accounts.
Boat—The team of villagers who hunt and capture a specific whale. The team includes a harpooner, shaman, and several oarsmen, subject matter experts (SMEs) who are needed to close a complex sale. SMEs on each boat represent all areas of the company. The village chief may also be involved.
Chief—President, CEO, founder, or other person identified as responsible for the company’s growth and delivery of profits. This person is responsible for ensuring that the village is ready to harvest whales, recalibrates the target filter, and has final say as to whether or not a boat hunts.
Culture—The shared history that has made a company successful. As the village transforms into a whale hunting village, certain cultural beliefs change, but core values can be maintained and reinforced.
Harpooner—Salesperson who hunts whales. The harpooner is responsible for identifying the key decision makers inside a whale, qualifying the whale, generating interest in the whale, and bringing the whale through the sales process.
Harvesting—All activities that the boat and the village perform, from the point of agreement with a client through a defined period of time (usually the first 90 days of the contract).
Oarsmen—Key subject matter experts (SMEs) identified by the shamans and the village chief to participate ...

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