Should a sales team target a vertical market or target the mass market? When a sales team is focused on one vertical, that pool becomes smaller by definition and as more players enter the said pool it becomes proliferated with the same kinds of players. Thus creating stagnation of the market and a one trick sales pony. While casting a larger net and spreading the behaviors of new client development over 3-4 behavioral disciplines within a larger mass market a sales team is more focused and has safety nets built in for consistent growth of new business. When one technique slows, the other picks up the pace. Plus, the mindset of the sales team solidifies in scope and is limited in bandwidth when seated in just one vertical. Being open to targeting or casting a larger net, sales teams do not get pigeonholed into being a Master of None.