Appreciation post: The sales guy at the Omaha trade show who told me to stop chasing every lead

I was at the Omaha concrete expo in March and this guy from a bigger outfit spent 20 minutes showing me his lead tracking sheet. He had 48 leads one quarter and closed exactly 6 of them, and the 6 were all within 50 miles of his shop. I went home and finally cut my own list down from 22 active prospects to 7, and my estimating time dropped by half almost overnight. Has anyone else had luck narrowing their target area like that, or do you work better keeping a wider net?

2 comments

2 Comments

taylorc401mo ago

Three years ago I would've said wide net all day, but this changed my mind.

-1

mason_webb541mo ago

Wide net still wins for me, but I get why people switch it up.