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.

Matt Nettleton

Matt is my sales coach. I loved his direct, no nonsense, slightly sarcastic approach.  He taught me how to ask the right questions, listen to the answers, and lead prospective customers to their own conclusions, and how to ask for the sale and charge what my services were really worth.

Over the years, we have spoken hundreds of times.  Fortunately, some of my favorite conversations occurred while the microphone was turned on.  Find those earlier conversations

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