Introduction

Starting a new division for a staffing firm in Boston was an exciting opportunity, but it came with its challenges. We were positioned as one of the most expensive staffing firms, yet we were new and unproven—a tough sell in a competitive market. Little did I know, one particular prospect would almost derail my entire sales career.

The "Graveyard" Prospect

As I began building my territory and identifying prospects, I found myself hesitating to approach the high-value, Blue Chip targets. Like many new salespeople, I lacked confidence and struggled with cold outreach. Instead, I focused on what I deemed to be the “B” and “C” targets, hoping for easier wins.

Feeling discouraged, I made a critical mistake—I turned my attention to the bottom of my prospect list, what I called the Graveyard. I figured if I couldn't win over the best prospects, surely I could at least secure some opportunities from the worst.

A Disastrous Meeting

After scheduling a meeting with one of these Graveyard prospects. I went in hopeful, but it quickly became apparent that the key stakeholder had no interest in our premium services. They were solely focused on cost, while we positioned ourselves as a high-end, premium provider. Inexperienced or blind to the mismatch, I left the meeting feeling defeated, convinced that if even the worst prospect rejected me, I had no future in sales.

A Change in Strategy

I realized I had one option left—to truly commit and focus on my best prospects, the Blue Chip clients. I was anxious to do it and I had to invest more time in a safe environment role-playing and practicing my approach. To my surprise, they were more receptive to me. My value proposition resonated with them, and over time, I secured appointments that led to real opportunities.

Success Through Blue Chips

Gradually, I transformed my territory into a contest-winning one. I even had enough success to warrant splitting my territory in half and promoting a junior teammate. Both territories flourished, filled with Blue Chip clients who valued what we offered.

Conclusion: Focus on Quality, Not Quantity

The lesson I learned from this experience is invaluable: focusing on quality over quantity is essential in sales. Wasting time on low-value prospects can be detrimental to your success. Instead, prioritize your efforts on the prospects with the highest potential for success, and you'll see your sales career thrive.

For new salespeople out there, remember: don't let a Graveyard prospect discourage you. Keep pushing forward, focus on your Blue Chip prospects, and success will follow.

Nexts Steps

If you or your sales team are struggling to maximize time with your best prospects and clients, I invite you to join me for a transformative workshop: “Refine Your Blue Chip Client Profile.” In just two hours, you'll gain invaluable insights, practical tools, and actionable strategies to unlock the true potential of your business.

Go Deeper

• The “Blue Chip” Client Profile
• The Origin of the Blue Chip Profile: Lessons Learned to Invest More Time with the Right Prospects and Sell More
• Aim Small, Miss Small
• 20% of your Clients Generate 80%+ of your Revenue
• Beyond the Founder Rainmaker: Building an Effective Outbound Sales Strategy

Carver Peterson helps growth-minded leaders and organizations achieve predictable and sustainable revenue growth through a refined strategy, defined process and aligned structure.

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