03-07-2019 06:09 AM
I have decided to just go after the largest opportunities possible and eschew the smaller ones. I just find sales challenging as is so why spend my time with smaller accounts.
I have repeat clients so I'm not going to have feast or famine so feel the few hours a week I work might as well go for it all YOLO style.
Anyone else feel the same?
03-11-2019 08:37 AM
I think it's very difficult to only swing for the fences. It's a much longer sales cycle and requires a lot of energy. I don't know your business, of course, but for me the margins are also much smaller on the whales.
03-11-2019 03:27 PM
I have mixed thoughts on this, but on leaning towards disagreeing.
Depending on your business, your sales cycle for larger deals could take months or even quarters to close a deal. Can you survive with a "goose-egg" on the board for that long?
Having a healthy sales pipeline (in my eyes) is one where you have both long and short term deals in the works. Closing a $2M deal once a year can make you look like a god for several months, but what about the rest of the year?
Also, are you really working "all the time" on that one deal? I'm assuming there's a lot of downtime... Why not get some reps in? Unless you're Don Draper (or Allen Iverson) I'd assume you'd probably get better the more times you practice.
Just my take tho.