Sales is a lot like hunting for food; you don’t want to depend on squirrels that take too much work but yield little meat, nor should you always aspire for elephants because you might not have the capacity to handle them alone. In this episode of the No BS Sales School podcast, Walker argues that you should go for deer: they are easier to hunt than elephants, and they yield a lot more meat than squirrels.
HIGHLIGHTS
QUOTES
Walker on why your deer customers are your sweet spot: "Deer are the ones that are right in your sweet spot. You can handle them very well with the infrastructure that you had. Let's pretend you had somewhere in between 12 and, could be, depending on your business, a hundred of them. You'd have a hell of a nice business."
Walker on why you need to bring in more deer customers: "People are comfortable and are effective at referring you to people like themselves or smaller. So deer customers will refer you to other deer customers. Squirrels beget squirrels beget squirrels beget squirrels."
Where to find Walker:
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