Hey Sales Savages, got a question for you. Maybe I am misguided, I'm not sure, but my gut tells me I need to change up my sales strategy. I'm entering my third fiscal year at a SaaS startup. This last year, I made club and hit 140% of my number by closing 19 deals and 8 new logos. That said, my average deal size was around $100k per deal which is lower than the company average. The largest deal I closed was $650kACV/ 1 year. As I look around at the company, despite this solid year, I see reps closing 2 or 3 massive deals a year - several 7 figure deals closed at the end of the year from reps who arrived later than I did. It's easy to compare myself to their larger deal sizes, and I'm wondering if I should cut the transactional mindset and move into a far more strategic/enterprise format. Longer sales cycles, but larger deals and less land and expand.
Is this a good idea and if so what are the things you've done to shift your mindset to a whale hunting mentality? How do you get by during the months where nothing closes? Is this just my ego talking, or do I need to shift things?
Thanks for any advice
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