How to when to say “no” to opportunities?

I am 6 months into my first enterprise AE role and am struggling with when (and/or how to know when) to say no to taking on additional opportunities outside of my current pipeline.


I have some large strategic deals in the pipeline currently, that are eating up a lot of my time/energy. I know I need to bring these in but I don’t want to push off all the net new opportunities that would be progressing over time.


With that said, they may very well be not worth my time, energy and effort. Balancing this is my current struggle - Any ideas, tips, tricks that has worked for you all in the past to balance this?

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2
braintank
Politicker
2
Enterprise Account Executive
Pushing off all net new opportunities seems foolhardy. I can understand pushing off unqualified opps untill they're ready, but if you only focus on mid and late stage deals you're setting yourself up for failure long term. You'll still need stuff to close after you close the deals you're working on now.
CuriousFox
WR Officer
2
🦊
Why would you not accept a deal unless it was crap lead? Even then I'd keep them in my pipeline. 
Chep
WR Officer
1
Bitcoin Adoption Specialist
This question is exactly what makes an excellent A.E. Every situation is different, but the better you can get about feeling out what deals will likely go through and what deals are wasted time the better off you will be
MrMotivation
Politicker
1
Sales
Hate to say it, but better time management is needed here, or your territory is too big. There shouldn't be a reason that you shouldn't be able to pick up other qualified opps while working opps through your pipeline stages

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