Meet Mr Big – Your Best Business Prospect

Before I introduce you to Mr Big, here’s an idea for you to consider. As sales reps, wouldn’t it be great if we had better prospects, clients, or customers to manage and at the same time generated greater commissions? Well, that’s what happens when we do business with Mr Big.

Here’s the first thing I know about selling. It is never a 50/50 proposition. Input does not equal output. Never has. Never will. Results in sales are not a linear function. Selling effort does not equal sales revenue.

You know the business adage: 80% of the revenue comes from 20% of the customers. I’m a major fan of that 80/20 rule – The Pareto Principle – getting More from Less – both in business and in life. I’ve tried it. Tested it. I’ve validated the application of 80/20 Rule in professional selling. That means More revenue (commissions) from Less (fewer) prospects and customers.

Let’s roll this 80/20 idea forward to new territory. If there is a group of 20% business prospects that provide 80% of the revenue, it follows that there is a group of 20% sales reps that deliver 80% of the revenue and earn 80% of the commissions. The question that needs an answer before we move forward is: As a professional sales rep, do you want to be a member of the 80% group or a member of the 20% group?

Mr Big is going to help provide the answer. Mr Big is, by definition, in the group of 20% business prospects that deliver 80% of the revenue. He is one of the “LESS” that are going to help us get “MORE.” Mr Big is our target business prospect.

Mr Big is going to help us learn how individuals like him, business prospects in the 20% group: Think, Evaluate, Review, Decide, Respond, Analyze, Delegate, Compile, Confirm and Prioritize. In other words – Mr Big is going to show us how to do business with that select group of 20% prospects. The prospects that have the authority to make things happen.

A brief description of Mr Big:

  • Mr Big’s office is in the corner of building on the top floor.
  • Mr Big has a reserved space in the company parking lot.
  • Mr Big’s name is on Linked In or your State’s corporate filing website or in any number of other resources.
  • Some initials or words follow Mr Big’s name. Initials like CEO, VP, CMO, CIO, Chief of Something, or another…. Or words like President, Vice President, Head Honcho or Main Man or Get Out of My Way, I’m In Charge Here.
  • Mr Big’s colleagues, business associates, social partners, service providers, competitors, colleagues, and friends are also Mr Big or Ms Big.
  • Mr Big sees the world differently.
  • Mr Big functions comfortably at an altitude of 35,000 feet.
  • Mr Big can see the horizon, the future.
  • Mr Big knows how to cut thru the clutter to make things happen.
  • Mr Big thinks in terms of “ideas.”
  • Mr Big doesn’t respond to “features and benefits.”
  • Mr Big holds ultimate buying authority.
  • Mr Big can take buying action for items that are not in the budget.
  • Mr Big can kill a purchase that his subordinates approve.
  • Mr Big can approve a purchase that his subordinates decline.
  • Mr Big has an assistant that screens his phone calls and correspondence.
  • Mr Big does not meet with salespeople.

Key Take Aways

Mr Big is a member of the 20% of prospects that provide 80% of the revenue.
Mr Big prefers to engage with others that are “just like him” members of their own 20% group.

Conclusion

What about that question I posed earlier……. As a professional sales rep, do you want to be a member of the 80% group or a member of the 20% group? (The 20% group provides 80% of the revenue and earns 80% of the commissions)

If your answer doesn’t indicate that you want to be a member of the 20% group – don’t waste your time reading future blog entries from Priessman.

Next time I’ll share the experience of my first meeting with Mr Big – The 35,000 Feet Story.

1 Comment

  1. Ralf Stegmann on November 7, 2022 at 8:43 am

    You are so right, Mr. 80/20/Big!

Leave a Reply