Big or Small? Easy or Difficult It's obvious....Big and Easy.
Always always look for BIG and EASY business before you look at the other types. If it's Small and Easy, then sure, go for it. You may for strategic reasons go after some Big and Difficult business, but be careful.
Never ever go for Small and Difficult business. And yet why do so many salespeople chase the Small and Difficult? Why do Sales Managers encourage salespeople to chase Small and Difficult business?
Of course, there may not be Big and Easy business around, but always have that mentality in Selling. It's the best tip I was ever given in selling.