Top and bottom sales
A friend was telling me how they were missing their sales targets, and they were getting there $100k by $100k deal. Naturally some slipped below the $100k deal target.
I suggested, in their pipeline, they should have a few deals which are $1m-$3m, as one of those, they’ll hit the number.
But by having big deals and thinking about big deals, when something comes along at $500k, will have bigger success, as it’s a cut down of the bigger sized deal, rather than a ‘ramp up’ of the smaller sized deals.
This top and tail approach, taking the big with the small, helps continue to lift the standard (or average) size of deals, but also builds momentum.
Another recent example, a friend is growing their agency, most deals are $1k-$3k/each. I said, why don’t you figure out what a $100k/month deal looks like, so you can figure out who those customers are, what you’d need to offer to get them to drive value.
A shift in thinking.
It’s a growth/expansion mindset but it’s also invigorating to try and achieve something you haven’t before, and that energy is picked up by everyone. People work with people, and people remember how they feel when they’re around you, if they feel that energy, they’re part of it, it’s exciting, they’re part of the story too.
it also means, your regular size deals now have a growth roadmap, to getting higher. So it also helps on the renewal side too.
To achieve something great, you need to build that topline and the bottom. Brick by brick. Top and bottom.