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October 19, 2023

Sales Success: Start Small, Close Fast

Sales Success: Start Small, Close Fast

Today, we’re talking about a common issue in enterprise sales: scope creep before the close. It’s tempting to let a project expand when a potential customer gets excited, but we want to avoid this, in favor of speed.

1. Bigger deals take longer.

Large contracts need extensive approvals, slowing them down. Smaller deals close faster, even with Enterprises.

2. Growing accounts is easier.

Once live, a happy customer will naturally want to expand. It’s much easier to get a price increase on an existing contract vs being a new vendor.

3. Remember different incentives.

Your potential customer is thinking about how they get on the cover of Forbes, but you need to close sales. Focus on velocity.

Best of luck out there.

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Ash Rust

Ash Rust

Managing Partner, Sterling Road

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