Like rich people, money isn’t everything. Recognition, accolades and reputation are huge.
These are the calling cards that open up new markets and attract high profile customers, creating a snowball effect.
As such Zones is doing a decent job in the enterprise sales, but this has come at the expense of some smaller “business” customers. (Zones stopped marketing “consumers” years ago.)
One reason; convoluted procedures, which have become essential to being competitive, and take more time and more effort and are not necessarily efficient for low revenue customers.
Suffice it to say that Zones is aware of this unintended consequence, and seems willing to make the sacrifice. …The bigger, the better.
However, a new AE (account executive), navigating all these processes and procedures, and clouded by potential riches, finds it gets tiresome fast, and that contributes to a higher attrition rate.
Another side effect is when prospecting new clients; The larger the company, the harder it is to get your foot in the door.
They’re more likely already being serviced by a skilled reseller, have their established relationships, and have a more competent legion of gatekeepers.
…Also, more sales people have fewer accounts, albeit larger accounts. All your eggs…dangerous.
It takes guts of steel to handle all the rejections, but if you have what it takes, AND land a whale, cha-ching.
As in any sales enterprise the 90/10 rule applies; the top 10% are doing exceptionally well!
Good luck.
