Chapter 4

Is one big deal worth sacrificing next quarter?

Dồn sức cho một đơn lớn có đáng mất quý sau?

The chapter's question

While chasing the big deal, how many hours do I spend on new customers?

Big idea

Salespeople miss next quarter's target because they poured this whole quarter into one deal.

In this chapter

  1. Part 4.1

    Capping the Hours

    How many hours a week do I cap for this deal?

  2. Part 4.2

    The Next Three Months

    If this deal is lost, what is left of my next quarter?

  3. Part 4.3

    Small Deals Keep You Alive

    Which kind of deal keeps my rhythm going?

  4. Part 4.4

    When Your Manager Says Focus

    What is the risk of concentrating on one deal?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Big Deals, Long Timelines is free to read right here.

Read in Conan School

Chapters of Big Deals, Long Timelines

  1. 1.Is the most promising big deal the most real?
  2. 2.Can patience alone manage a six-month deal?
  3. 3.Long deals die quietly, so who notices first?
  4. 4.Is one big deal worth sacrificing next quarter?
  5. 5.Do I report the hopeful number, or the real one?