00:00:00
when it comes to sales how do you know whether closing a tough customer is worth the effort here's a framework for
00:00:05
how to think about that this is a 2X two quadrant on one axis we have the deal size or ACV annual contract value the
00:00:12
deal can be small or large and on the other axis we have deal velocity which can be fast or slow it's fine to be in
00:00:20
the top left corner where you're doing lots of sales really fast of a small dollar amount or you can be in the
00:00:25
bottom right corner where you're doing Enterprise deals which are large ACV deals but they take longer to close
00:00:32
obviously if you can be in the top right where you're doing big deals fast that's
00:00:35
an amazing place to be but the one quadrant that doesn't work at all is when you're doing small deals slowly if
00:00:42
you're in that quadrant you don't really have a business model you need to go back to the drawing board and work on
00:00:47
either your product Market fit or figuring out your go to market model if you're going to do small deals you need
00:00:52
to stack them up fast in sales it's all about getting to an efficient repeatable
00:00:57
motion you got to make sure that the juice is worth the squeeze