Sales: You need the short plays and the long plays

For every sales scenario, there is focus required on both a short play and long play without taking attention off the other. You may not realize an immediate benefit to some investments of your time and resources, but planting seeds for future harvest from a fruitful relationship is paramount to packing your pipeline. You may have immediate deal potential, but you do not want to sacrifice long-term credibility, strength of relationship or revenue because of short-sighted instant gratification. Rather, if there is some immediate revenue that can be had you do certainly want to realize it all while continuing to work toward the long play. In addition, when prospecting, do not discriminate toward either type of deal; you need deals now and will continue to need them in the future; a pipeline will yield no fruit if it is not continually filled. Short term plays will complement what you’ve been crafting from past pipeline and long term plays will continue to develop over time. There’s room for all revenue in the mix and that will always be the case. Make a concerted effort to prospect, target and close deals that can happen now all while continuing to add longer term sales cycle deals to your pipeline as well. Do this, and you’ll never be at a shortage for something ready to close.

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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