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.