To capture large accounts, sales experts recom- mend matching what your team does best to what your customers need most. It’s a strategy that has worked for many sales teams.
One sales consultant says, “Smaller deals are 90% sweat and 10% plan- ning, but large deals are 90% plan- ning and 10% sweat.” The consultant reasons that sales- people fail to land major accounts with reliable frequency because they fail to follow certain incontrovertible (yet flexible) rules. “With large deals, you must recreate the set of mile- stones that are the most effective
