When I first started in sales, I followed the traditional playbook: organize my sales territory by geography, schedule calls for every client equally, and fit in cold calls around the edges. It worked—up to a point.
The breakthrough came when I realized that not all customers are created equal. By focusing more time on my high-value accounts, listening deeply, supporting their teams, and solving their problems, my sales skyrocketed. Smaller accounts were still served, but less frequently, freeing time to build stronger partnerships with those who could deliver exponential growth.
The result? I was selling five to six times more than my colleagues in the same industry.
The Smarter Sales Strategy
Selling more isn’t about cramming more calls into your calendar—it’s about working smarter, not harder. That means:
- Prioritize high-value accounts. Spend more time where the biggest opportunities exist.
- Embed yourself in your customer’s business. Understand their operations, goals, and challenges.
- Deliver value beyond the product. Offer insights, ideas, and support that make you indispensable.
- Build trust at every level. From warehouse staff to senior management, show you care.
- Experiment and adapt. Borrow best practices from other industries and test new approaches.
Sell Less, Sell More: The Core Lesson
You can’t multiply the hours in your day. But by focusing on the right customers, building deeper relationships, and delivering consistent value, you’ll drive more revenue than you ever could by chasing every prospect equally.
Selling smarter is about rethinking the rules—and sometimes breaking them.
Sell less. Build trust. Sell more.