Stop ONLY Chasing The Whales

Early in my career, I thought the only way to crush quota was to chase the “whales.” The $100K, $200K+ deals that would move the needle in one swoop. At first, I had a tendency to ignore the $2k-$3k deals. Big mistake. Here’s the truth: those “small” wins do two things:

1. They build momentum — and momentum MATTERS. That’s how you win the big deals. You get one happy customers with an account and the word spreads.

2. They strengthen your funnel, keeping you insulated when a big deal slips. I remember one deal in particular.

They had about 8 hospitals throughout the city. One of them was the HUGE 800 bed hospital downtown. I tried and tried to get an “in” and couldn’t. Then one day, I got the opportunity to spend two days there letting the staff use my equipment to see if they liked it.

Two whole days I had to spend, and they only needed two devices (about $6k). It seemed like small potatoes, but I went anyway. And you know what?

They liked them, and eventually they liked them so much they helped me convince the ENTIRE system to switch to using my stuff.

Sales isn’t just about landing whales. Whales are great — but they’re rare. Consistency is built on stacking small wins, every single day. Stop dismissing the deals that seem “too small.” They might be the reason you hit quota — while someone else is still waiting for their whale.

What do you think? Share with me in the comments!

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