Early in my career, I made a deal with American Express that lead to me generating about $5M a year in new sales for my company…and it eventually led to a $10M a year deal that was the largest of its kind at the time.
Since I was early in my career, and didn’t really have big time contacts or even what would conventionally be considered the pedigree to negotiate such a grand deal, how did I do?
I took advantage of the low hanging fruit. Another colleague had made the initial contact with AmEx, hadn’t fully realized the partnership, and moved on…so the account was ripe for development, was already within our grasp, and had a need that could easily be filled.
What are you missing by not looking at the low hanging fruit in your business?