One of my favorite activities when working with salespeople is developing their sales plan. This simple one-page document helps them articulate and understand their goals and strategies, providing a roadmap to guide our efforts over time. One of the most critical—and often challenging—parts of this process is asking salespeople to list their 10 ideal clients. These are the clients that would be game changers, not just for the salesperson but for the company as a whole. Some refer to these elusive prospects as unicorns or call this process “whale hunting.” Surprisingly, this is often where salespeople struggle the most. You wouldn’t think that coming up with a list of 10 names would be hard, but it’s remarkable how many salespeople either don’t know how to dream big or have forgotten how.
When I encourage them to aim above their weight class, many salespeople recoil, claiming that these types of clients are impossible to secure—they’re out of their league. I often counter with a light-hearted question: “Do unattractive people ever marry attractive people?” We both chuckle and agree that this happens all the time, proving that it’s not impossible. The point is that these individuals had a desire, took a risk, and won. The same can—and should—happen in sales. However, many salespeople limit themselves with beliefs that stifle their growth opportunities. Once you start trying to sell out of your league with a positive mindset, it’s amazing how quickly you can elevate your sales. In fact, sometimes just the act of trying can open doors you never imagined.
Here are five tips to help you dream up your next 10 game-changing clients:
- Identify Industry Leaders
Start by looking at the top players in your industry. Who are the companies that everyone admires or talks about? These are the clients that can elevate your business profile and push you to perform at your best. Don’t be intimidated by their size or reputation—view them as potential partners who could benefit from what you offer. - Research Your Competition’s Clients
If your competitors are landing big deals, there’s no reason you can’t either. Research their client lists and identify companies that align with your own business goals. While it’s not about poaching, it’s about recognizing that if your competitor can secure these clients, so can you. This also gives you insights into what these clients value and how you can tailor your approach. - Leverage Your Network
Your network is more powerful than you might think. Reach out to existing clients, colleagues, and even friends to see if they can introduce you to the decision-makers at your dream companies. Sometimes, a warm introduction can make all the difference in getting your foot in the door. Don’t underestimate the power of a personal recommendation. - Focus on the Value You Bring
When approaching high-caliber clients, it’s essential to focus on the value you bring to the table. Don’t just sell your product or service—sell the outcomes they’ll achieve by partnering with you. Understand their pain points and demonstrate how you can solve them. High-level clients are looking for solutions that give them a competitive edge, so show them how you can deliver that. - Stay Persistent and Resilient
Selling out of your league requires persistence. You may face more rejections than usual, but don’t let that deter you. Each ‘no’ brings you closer to a ‘yes,’ and the experience you gain from trying will only make you stronger. Keep refining your approach, learning from each interaction, and maintaining a positive mindset. The more you persist, the more likely you are to break through and land those game-changing clients.
In conclusion, aiming to sell out of your league isn’t just about landing big deals—it’s about expanding your vision and challenging your own limitations. By dreaming big and taking calculated risks, you open the door to new opportunities that can transform your sales career.
