My old sales director told me to stop chasing small deals, and he was dead wrong

Betty Hunt · 2026-10-10T13:00:03.759631+00:00

Back in 2021 my sales director at a logistics startup in Columbus told me to only go after accounts with 500+ employees, said anything smaller was a waste of pipeline. I ignored him and closed 14 small accounts that year averaging $3,200 each, which beat my big-deal quota by about $11k. Turns out those little guys referred me to two mid-market clients who signed 12-month contracts. Anyone else had a manager's 'rule' backfire on them like that?

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My old sales director told me to stop chasing small deals, and he was dead wrong | B2b Growth Hacks - Topic Shares