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Enterprise sale that takes too long to close VS Several small fast closing deals?
Which one would you go for?
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In a perfect world you'd be able to sprinkle in a few fast small deals while you work on the Enterprise whales.
This would be ideal
If only we all had managers who would let us do this!
This would be amazing
I work at an org where we have a good mix, I could be working a decent size 6 figure deal which equates to a quarterly number as well as some quarters I get there from a handful of smaller deals.
I think balancing both is best- I get really anxious if my quarter is riding on one deal, so I work everydeal like its worth everything to me. (because it really is)
The glory and credit from the big deals is pretty great though.
I think balancing both is best- I get really anxious if my quarter is riding on one deal, so I work everydeal like its worth everything to me. (because it really is)
The glory and credit from the big deals is pretty great though.
That makes sense. Some people talk about focus. You know kinda where you keep your focus on 1 deal and see the end through it and not diversify because if it's taking the same effort then why not close a big deal.
But I agree your point. I think that balance is the key too
But I agree your point. I think that balance is the key too
Probably depends on the situation; but from my experience you *should* be able to balance a few balls in the air... even some of my more demanding larger deals, there's time when you've done your steps and theres time for other deals so while I agree you shouldnt be stretching yourself too thin and making a large deal suffer you should be able to swing a bit of both!
Makes sense
this sounds great - good points
As someone who is now working in a pure enterprise sale that takes forever, the healthy mix is where you want to be. My last role was more the small fast closing, and that wasn't viable either. Like @CuriousFox said, getting those small fast closers to take you through to the next big win is the holy grail. Right now I'm really struggling with motivation on deals that aren't moving at all and have no end in sight.
Agreed especially when you’re starting an enterprise role with no preexisting pipeline and 12-18 month cycles.
Feel like this poll might be a little biased haha. "takes too long to close"
How fast was your closing of a big enterprise sales? Just curious.
I'm a notorious whale chaser, what can I say... But I do my best to keep the small sales moving just in case.
Has one affected the other in any way ?
My org has a well-defined ICP, but as we move upmarket we are starting to see larger deals. What we found was that the larger deals often move at a higher rate of velocity than our ICP deals because they have a budget, a clear buying process, and have likely defined a scope/need far before engaging with us. That said, our reps stay focused on a good mix of both because your incremental growth comes from smaller deals while bigger deals validate upmarket strategy and are not meant as the meat of our pipeline.
That's great to know. A lot of orgs don't have the ICP defined and that really messes a lot of things up
I didn't vote as I've done both. the huge and slow Enterprise deals (7 figs, 18 month cycles) which are great if/when they come in. but can be a bit boring day to day if you have a small territory.
so I went to my current job which is a lot faster although i think too much. Chasing tiny deals day in and day out is not amazing at this stage, and distracts from longer term whales (distracts management that is)
pros and cons, but as someone once said.. it's important to figure out if you're a sprinter or a marathon runner. Do what excites you! you can get paid at both
so I went to my current job which is a lot faster although i think too much. Chasing tiny deals day in and day out is not amazing at this stage, and distracts from longer term whales (distracts management that is)
pros and cons, but as someone once said.. it's important to figure out if you're a sprinter or a marathon runner. Do what excites you! you can get paid at both
Really curious on your thoughts on staying motivated (and busy) when you are purely chasing enterprise. I don't have a 'small' territory, it's LA, but the target clientele are very large, and we already have business with a lot of the other major players. There are only so many emails I can send to the same decision makers at the same 10 companies.
Same I had maybe 12 accounts and limited roles within them to sell to.
It's hard. Need to focus on the bigger picture and step away from measuring success in small increments.
You can still drive awareness within multiple contacts. Do more custom work which requires reading annual reports, Google alerts etc..
Good luck!
It's hard. Need to focus on the bigger picture and step away from measuring success in small increments.
You can still drive awareness within multiple contacts. Do more custom work which requires reading annual reports, Google alerts etc..
Good luck!
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