Make It Small

By Tibor Shanto
Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. And so it is, but so is being a card-carrying member the 80% on the wrong side of the 80/20 rule.
While I am not working with sales teams, I am buying. Specifically, tools, apps and services that help my business success. While I am impressed with some of the big numbers presented, I am also skeptical about many of the claims presented. Don’t get me wrong; I am not suggesting the big claims are false, but more the anomaly than the norm. Sure, some clients have realized a 55% increase in “whatever.” However, for the most part, these clients are outside the bell curve, most clients fall inside the