Most companies want to be known for their game-changing solutions. They want to serve their target buyers with value time and again. And here at Mereo, we think that goal is noble and that distinction between selling to “everyone” versus selling to the “right ones” is spot on.
Yet, I have witnessed chief product officers, chief executive officers and chief sales officers drive solution management and development by focusing on just “the one.” You know what I mean — that single client the sales team and/or another C-suite leader is excited about. Maybe this client has a big name or a buzz-worthy logo the company wants to slap on their website. And with one client to focus on, it is all that much easier to assess and define their needs to create a specific solution. So the company builds out a particular capability just for this one client.
Unlike fictional Iowa farmer
