Think big

New salespeople often think they have to start really small -- and then, once they’ve been at it for a long time and they have things figured out, they can begin to think bigger. This is entirely untrue.

Obviously, when you’re first learning to sell, your very first cold call or appointment shouldn’t be with someone like the CEO of IBM. But once you have a certain level of competency, there’s nothing stopping you from going after the highest level prospects you can.

Be willing to think big. Be willing to try things out at a high level. What you’re going to find is that it’s just as much work to close a sale with a smaller organization as it is to close a sale with a high-level prospect at a huge organization. Yet the payoff is so different.