There are seven key factors that change in scale in a "big deal." Here's how to identify them--and then take the necessary steps to land it.You don't climb the biggest hill in your neighborhood the same way you would tackle Mount Everest. Changes in scale require a big shift in tactics.Let's start with the seven things that make your big sale different than your average size sale:Size: Obvious, sure, but worth the mention. Adding a couple of zeros to the deal can change more than just the sweatiness of your palms.Complexity: The bigger the deal, the more moving parts. Moving from 100 loaves to 100,000 loaves may not change the recipe–but it increases the logistical complexity of getting the bread to the market.Decision-makers: Big sales choices are made by more senior people with different agendas (and budgets) than the front-line user.
Warby Parker co-founder Neil Blumenthal recently explained why most start-ups should forget much buzzed about big data and focus on plain, old data instead.Pardon the pun, but this past year big data was huge.Nearly every media outlet ran something on the promise of crunching vast amounts of data, including Inc. Small business owners have taken notice. A survey from Harris Interactive a few months back found that 76% of firms polled believe big data is an opportunity for their business.The only problem: these companies can’t even agree on what “big data” means.” For 28% it means “massive growth of transaction data.” But 24% think it refers to new technologies for managing massive data, and 19% define it as the ‘requirement to store and archive data for regulatory compliance,'” according to the survey.What does that boil down to? Big data holds lots of promise, sure, but for small businesses, realizing the benefits of this trend may still be pretty far out of reach. So should the average founder simply throw up their hands and click along to the next article whenever they read yet another headline about how they need to be using more data to run their business
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