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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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Index
Page numbers followed by a t indicate tables.
abundance, culture of
acceleration of capacity/velocity
accounting systems
account managers
action items
beaching phase
capturing phase
celebrating phase
harpooning phase
honoring phase
knowing phase
riding phase
seeking phase
sewing shut phase
additional value
as ambergris
searching for
advocates
attributes of
cultivation of
function of
sources of
affinity networks
agendas
control of
Air Force, U.S.
airline industry
ambergris
definition of
searching for
analysts’ reports
annual reports
aperture of perception
assertion selling
assessment. See lessons learned review
assets
classification of
in current business relations
identification of
auto-alerts (Internet)
automobile industry
 
“back to Baja” (whale migration)
barnacles (dissonant employee behaviors)
control of
beaching the whale
action items
collaboration acceleration in
company preparation for
external communication and
intake document preparation for
Inuit culture analogy and
meritocracies and
new account intake process for
new account on-boarding for
overload concerns for
benefits
brand-related
definition of
as sales proposal’s emphasis
Berra, Yogi
big company
small company vs.
See also business growth; village
“big show” staging
follow-up to
“big show” staging, (continued)
implementation of
preparation for
whale celebration and
big vs. small company
blame assignment
blogs
board of directors
as cross-functional team
hunting dossiers and
as raven (advocate) source
boat (cross-functional ...

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