SKILL How to Identify and Land Bigger Customers WILLIAM F. KENDY


It’s been said that – if you go fishing and you catch a bunch of minnows – you have a bucketful. If you land a whale, you have a ship full. While it sounds obvious, the key to landing bigger fish is simple: Fish for bigger fish.


6 | MAY/JUNE 2025 SELLING POWER © 2025 SELLING POWER


How does a salesperson identify the big fish? Searching the internet by in- dustry and category can land a sales- person a net full of prospects. Most industries have national and state- wide associations and trade journals from which salespeople can capture leads. Then there is networking and scoping out your competition to see


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