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Justin Hitt

Everyone likes to pull in a big fish here and there, and in this situation Alex may try to pepper contacts into a few middle sized accounts. It's more about balance, the large account contrasts the managers expectation (or limited selling skills.)

Jill is right, you may not completely convert your manager. It may take a few new accounts along with the accounts your manager expects to even get compliance. Just don't take it personal.

Best,

Justin

lara

Ya it is an new strategy of the business ,that should takes over the fine end of the business ,on the account that should be good in position,,,,,,,,,
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Lara
Business Sales

Steve

I would agree with suggestion 2 - as long as the situation isn't that the manager has already said specifically that Alex shouldn't do that.

There may be other reasons that Alex is unaware of (though it doesn't sound like it), but selling the service/product to a large client may require internal changes to the product. There may be a strategic reason for going after smaller clients. Or it may be that the manager feels threatened and is a control freak (in which case option 3 may well be a good option!).

It sounds like Alex is a bit of an intrepreneur - similar to an entrepreneur, but working internally from within a company. If he truly believes that he can create a new strategic possibility for the company then #2 sounds like the way to go. Possibly he could also research further some figures to show what gains may be possible to achieve by pursuing the larger clients.

How long will it take to first sale? What happens with the income from smaller clients during that time? What happens if he is wrong and large clients don't have a need for the service or ir requires major changes to tailor it to the needs of a large client.

If he can help answer these (and similar) questions internally then he may be able to sway management to his way of thinking. But if his company is itself quite small, then dropping the (I assume already profitable) focus on small clients may be too big a risk for them to take.

Jill Konrath

All good points. Big companies can eat up a seller's time and a company's resources, so it may not be a good decision to make the leap from small businesses to large corporate accounts.

Most recently my daughter worked for a start up firm with a unique eco-friendly product. They pursued a big company strategy from the get-go. Unfortunately, they ran out of venture capital funding before they landed their first major account and are now hobbling along hoping for more.

Sometimes it's a good decision to get a base of medium-sized firms before pursuing the big ones. They make faster decisions and don't try to drive all the profit out of the sale.

The Gift Guy

Aiming for the big ones is aspirational, but personal experience dictates that neglecting the bread and butter will limit your options if and when something goes wrong in production....rather have your bets spread than all your eggs in one (or three) baskets!

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