In Sales Training, Top Performance, Top Performer

 

Donald Kelly, The Sales Evangelist Podcast, Big Deals, New Sales DealsAre you struggling with a weak pipeline? Do you tend to only close the smaller deals? How come some people are killing it?

I’ll show you what you can do to ensure you have a healthy pipeline because I too was in that same situation. I had a weak pipeline which was a really tough time for me as it affected my sales.

First off, here are a few things to remember:

  1. Get outside your comfort zone.
  2. Every once in awhile, go for a big deal on the side of your business.

Telling yourself you can’t do it is garbage. One thing I’ve realized is that the process that it takes to close a large deal is basically the same process that it takes to close the small deals. So I closed bigger deals and I found it to be fun and exciting.

  1. The easiest things usually don’t work.

What you might even find is that a lot of those little deals are going to be really hard to close and give you more headaches. Whereas, bigger clients or organizations bring more money to the table with less headaches since they have the money and the ability so you can move quicker.

What you need to do:

  1. Take a look at your pipeline.

Oftentimes, salespeople tend to go for the easiest. But in the end, it tends to be a little more work. Look at the product range you’re selling in your company and see if you’re playing on the lower end of the kiddie pool.

  1. Get appointments set with bigger clients.

Make sure to set apart some time to call some bigger clients. The more shots you take at your goal, the more chances of you scoring.

  1. Add bigger deals to your pipeline.

If you already have bigger deals in your pipeline, add to them. Don’t sell the way that you like to sell, sell the way the prospect would like to buy.

Today’s major takeaway:

Bigger deals means these organizations have the money. Deals tend to close quicker. And it’s fun! You’re creating a buying vision. You’re lining goals and bringing value to the table. Again, go for some bigger deals this week.

Episode Resources:

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