CHAPTER 3
Small-Wins Selling
Have you ever had a goal so big you weren’t sure how to get started? Salespeople experience this challenge whenever they pursue a large, complex opportunity that could take years to realize. These large, complex opportunities feel like a never-ending scavenger hunt, where each clue leads to another clue, and another, and another. Salespeople meet a new contact, which leads to another meeting, which leads to gaining another level of approval, which leads to product testing, etc. When salespeople pursue large, complex opportunities, they feel like they are always chasing down the next clue. All the while, salespeople experience multiple setbacks, stalling their progress.
Some salespeople manage large, complex opportunities ...
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