Stop Chasing Squirrels | Matt Nettleton | 1217

Sixteen years ago, my very first podcast conversation was with my sales coach Matt Nettleton. So, naturally, when Matt came back to More Than A Few Words, we talked about how the fundamentals of good sales haven't changed all that much. Matt and I agree that when you're starting a business, a qualified prospect is often anyone with a pulse, a checkbook and the ability to fog a mirror. And that's okay. You have bills to pay. But eventually, you need to get a little pickier. We have talked for years about customers as deer, moose and elephants. The problem is, too many salespeople spend their days chasing squirrels and rabbits while trying to hit goals that require much bigger game. And then there's the really big elephant. What happens when you land a customer that's actually too big? Matt shared the story of a client preparing to chase an opportunity that would increase revenue by 50% in about 60 days. Sounds fabulous, right? Except they didn't have the people, cash or capacity to deliver. They walked away, found two customers that were a much better fit and ended up growing 30%. Sometimes saying no really is a growth strategy. In this episode of More Than A Few Words, Matt Nettleton and I talk about knowing who belongs in your sales pipeline, giving yourself permission to let bad prospects go and why the customers who got you here may not be the customers who take you where you want to go. And yes, after sixteen years, we're still talking about deer, moose and elephants.   ***************************************************** About Matt Nettleton For Indianapolis Business Owners Tired of the Revenue Roller Coaster | I Build Sales Engines That Forecast Accurately | Sandler-Certified | My Clients Have Closed $3.2B+ in New Sales | Book a 30-Min Diagnostic Call Matt is also the host of the Default Profitable podcast, where I interview successful small business owners and share valuable insights, tips, and trends on starting and running a business. I am a certified instructor of Sandler Training, Extended DISC, PeopleBest and OMG Profile. I specialize in sales organizational assessment, sales process development, and leadership programs. More Than a Few Words More Than a Few Words is a bite-sized marketing podcast for people who want practical ideas they can actually use. Each episode cuts through the noise with smart conversations about what’s working, what’s changing, and every now and then, what went wrong. Hosted by marketing strategist Lorraine Ball, the show has been serving up marketing ideas with no fluff and no jargon since 2010. Like what you hear? Follow More Than a Few Words so you never miss a conversation. https://morethanafewwords.com https://www.linkedin.com/in/lorraineball/