The More Complex the Sale, the Larger the Deal
Our friends at Gong Labs, www.gong.io, provide us evidence that as sales complexity increases, so does the size of the deal. To grow deal size, go wide and deep in your accounts.
They measure complexity as the number of people involved in making a decision.
To apply this chart to a boutique professional service firm, don’t get hung up on the gradations on the horizontal axis (5-25 people).
Instead, right size for your firm, (1-5 people) involved in making a decision to hire your firm.
Does the logic hold? If you went wider and deeper in your accounts, could you increase your average deal size?