Increasing sales fast

It's always prudent to spend time with a good mix of prospects, including small, medium and large, so that the lesser-sized sales fill in the gaps between big hits. But to increase sales fast, go where the volume potential is by focusing on the big accounts. Remember, it often takes the same amount of time and effort to close a $100,000 deal as a $1,000 sale.

Segregate prospects by good, better and best, based on some dollar level. Spend your time on the largest and best. Then, when you have more time, work with smaller accounts to find the ones with the most potential.

Once you've established yourself in the new territory, revert to the more prudent plan of having a mix of prospect sizes.