The big whale and the long tail

In sales, focusing on closing smaller deals quickly can help free up time to prioritize larger, more complex opportunities. This approach optimizes for speed and thoroughness in the lower market, where a rapid response is crucial, and in-depth discovery is less necessary. By doing so, sales teams can maximize conversion rates and overall revenue by allocating their resources more efficiently. It's essential to balance the need for speed with the requirement for thoroughness when working with both small and large prospects, ultimately leading to a successful sales process that yields the desired results.