In sales terms, a whale is a prospect that is
significantly larger than an organization’s average customer.
Whales are large and extremely difficult to close. Due to their immense size, they are highly sought-after.
A whale is typically identified at first by a whale hunter on the sales team, but often requires cross-discipline
participation in order to close; this includes assistance from
operations, engineering, creative, client success, and business development teams.
"Shit...the sales director
chewed me out on the sales call this morning. He's totally pissed that I have nothing in my pipeline.
I've been focused on this one whale for so long that I haven't had time to
prospect for normal-sized deals."