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Don't Only Go for the Big Fish

Don't Only Go for the Big Fish

How are big deals different from small deals?
  • Big deals take more time to close.
  • Big deals take greater effort to close.
  • Big deals take more company resources to close.
  • Big deals take greater negotiating skill to close.
  • Big deals that fall apart before closing are more of a disappointment.
Why is it important to have a mix of prospects for both big and small deals in the sales pipeline?
  • The right mix keeps product demand smoother.
  • The right mix makes cash flow more predictable.
Overview/Description
Many salespeople concentrate primarily on closing big deals. This Business Impact examines the value of keeping a mix of all size prospects in the sales pipeline.
Target Audience
Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.
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