Comments on: What It Takes To Get the Really Big Deal Through Your Pipeline http://thesalesblog.com/2010/07/what-it-takes-to-get-the-really-big-deal-through-your-pipeline/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Daniel M. Wood http://thesalesblog.com/2010/07/what-it-takes-to-get-the-really-big-deal-through-your-pipeline/comment-page-1/#comment-2817 Daniel M. Wood Thu, 15 Jul 2010 08:37:30 +0000 http://thesalesblog.com/?p=5275#comment-2817 Hello Anthony, I have to say you are both right and wrong in this article. Larger deals are harder, take more time but only to the degree the customer feels they are bigger. What is a big deal for a small company is a miniature one for a larger company. Meaning it is only the percentage of the budget that makes a deal harder to make, because than it is a bigger decision. To win a larger part of the budget, you can either help them with a small problem and earn their trust. That way the larger deal becomes much easier. If you want to go for the large deal at once, be prepared to spend more time. You have to win their trust without showing them how well you work, you have to convince them only by sales technique and testimonials that you are the best decision. This is where your funnel gets very thin and you have to work hard to "stretch" it. Like you say, going after these larger deals will help you grow and mature as a salesman, it is one of the key activities to becoming the best. Hello Anthony,

I have to say you are both right and wrong in this article.

Larger deals are harder, take more time but only to the degree the customer feels they are bigger.

What is a big deal for a small company is a miniature one for a larger company.
Meaning it is only the percentage of the budget that makes a deal harder to make, because than it is a bigger decision.

To win a larger part of the budget, you can either help them with a small problem and earn their trust. That way the larger deal becomes much easier.

If you want to go for the large deal at once, be prepared to spend more time. You have to win their trust without showing them how well you work, you have to convince them only by sales technique and testimonials that you are the best decision.

This is where your funnel gets very thin and you have to work hard to “stretch” it.

Like you say, going after these larger deals will help you grow and mature as a salesman, it is one of the key activities to becoming the best.

]]> By: Joe Fisher http://thesalesblog.com/2010/07/what-it-takes-to-get-the-really-big-deal-through-your-pipeline/comment-page-1/#comment-2814 Joe Fisher Thu, 15 Jul 2010 02:23:11 +0000 http://thesalesblog.com/?p=5275#comment-2814 Great analogy Anthony! You hit the nail on the head when you explain how complex the negotiation stage can be on a big deal. I have been working on a HUGE project right now for the past 6 months and am in the stage of working through the T&C's. Great advice! -Joe Fisher http://www.twitter.com/joefisher1 http://www.joefisher1.wordpress.com Great analogy Anthony! You hit the nail on the head when you explain how complex the negotiation stage can be on a big deal. I have been working on a HUGE project right now for the past 6 months and am in the stage of working through the T&C’s. Great advice!

-Joe Fisher
http://www.twitter.com/joefisher1
http://www.joefisher1.wordpress.com

]]> By: Tweets that mention What It Takes To Get the Really Big Deal Through Your Pipeline -- Topsy.com http://thesalesblog.com/2010/07/what-it-takes-to-get-the-really-big-deal-through-your-pipeline/comment-page-1/#comment-2812 Tweets that mention What It Takes To Get the Really Big Deal Through Your Pipeline -- Topsy.com Thu, 15 Jul 2010 02:19:01 +0000 http://thesalesblog.com/?p=5275#comment-2812 [...] This post was mentioned on Twitter by Bill Rice, Executive Oasis Intl, S. Anthony Iannarino, S. Anthony Iannarino, troywilson and others. troywilson said: RT @iannarino What It Takes To Get the Really Big Deal Through Your Pipeline http://bit.ly/bjoqYY #sales [...] [...] This post was mentioned on Twitter by Bill Rice, Executive Oasis Intl, S. Anthony Iannarino, S. Anthony Iannarino, troywilson and others. troywilson said: RT @iannarino What It Takes To Get the Really Big Deal Through Your Pipeline http://bit.ly/bjoqYY #sales [...]

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