fewer deals, more $$$

You've got 20 open deals. You're spending roughly the same amount of time on all 20.

A follow-up here, a check-in there, everyone gets a little bit of you every week. It feels like you’re staying on top of things. It feels like work. It also means your best deal and your worst deal are getting almost identical attention (this is bad). 

The teams that are hitting their numbers do one thing very differently: they stopped treating every deal the same.

1. They focus on the top 20-30%.

Not necessarily the deals that are furthest along. The ones that fit their Tier 1 ICP tightly, big enough to matter, right timing, right people, a real need. Everything else still gets worked, but it doesn't get the same time or the same creativity.

You have a limited amount of attention. Spreading it evenly across 20 deals means your 3 best deals get less than they need to close.

2. They map the whole account.

Who else needs to be in this? What does their buying process look like, not the one your champion described to you? What is their best option to signing a deal with you? 

Most reps are having one conversation with one person and calling that a deal. On a real enterprise opportunity, that's not a deal. Map the whole group before you're 4 months in and find out the real decision-maker was never in your calls.

3. They do something every day to move the focus deals forward.

Not "check in via email and wait 2 weeks." 

A personal DM. A relevant post sent to a second stakeholder. Getting coffee with a champion. Making an intro for them. Getting a product question answered before they had to chase you for it. 

None of these cost you much and all of them are positive momentum.  

The deals sitting at the bottom of your list, the "still discussing internally" ones, the ones you know aren’t there yet, are taking up the attention your real deals need. 

Focusing on fewer accounts almost always leads to more revenue, not less. You're not doing less work. You're doing the same amount of work on the deals that want to close.

This week: pull your open pipeline and rank every deal Tier 1, 2, or 3 based on fit, timing, and budget (not stage). Pick your Tier 1 deals and do one thing today to move each of them forward that isn't a follow-up email.

Hit reply and tell me: how many of your open deals made the Tier 1 cut?