Going after low-hanging fruit can be an effective sales and business strategy, but don’t confuse it with “Easy Pickings”. It can be harder than you think to find the fruit, and if found, the opportunity it provides is either limited, and/or may be already picked over. Experts agree that for the most part, a low hanging fruit strategy is not a long term solution. Use it to achieve short term objectives such as making the quarter, and/or as a final push to achieve the annual budget, and/or as a way to stimulate new business sales.
Making this strategy work requires that the low hanging sales are easily identified, available for harvesting and that sales and marketing programs be in place to drive success. Read more »