Post a new topic
    1 Reply Latest reply on Jul 2, 2018 7:31 AM by moderator_ani

    Is it wise to go after the biggest accounts?

    wallmann Wayfarer

       

      In sales, the term "elephant hunting" is typically reserved for a salesperson that ONLY goes after HUGE deals.

       

      Growing a business is a challenge and some dream of that one "Elephant" client that will make it all worthwhile. However, we need to ask the question: Does it make sense for you to direct all of your attention and energy on a few big accounts?

       

      OR 

       

      Does it seem like a better use of your time, energy and attention to go after multiple small to medium sized accounts to expand your business?

       

      In our experience, when you are constantly hunting elephants what you find is that you end up with nothing at all, except many missed opportunities.

       

      Elephants have their place, and if you are allowing yourself to NOT throw everything into hunting for the one big deal, you will save yourself immeasurable frustration, be more motivating to your team, put a number of wins on the board and substantially reduce risk to your business.

       

      What are your thoughts?

        • Re: Is it wise to go after the biggest accounts?
          moderator_ani Scout

          Hi wallmann,

           

          That is a new term for me, thanks for sharing!

           

          I tend to agree with you and would avoid keeping all the eggs in one basket. Having multiple small accounts is way safer than one big one. We can keep our heads above the water even if a couple of them go bad. also, there is nothing to stop these accounts from growing and maybe one of them could turn into a big one in the future!

           

          ~Ani