Score one big deal or a hundred small ones to meet your targets for the year?
Big tickets may have longer lead times than small ones; however, the effort to land a big client or the equivalent (expressed in revenue) for numerous small clients may be relatively similar.
What, if there is such a thing, is the ideal balance then?
Like a gearbox to a car, you need the smaller cogwheels to get going. Shift up once you reach the red line.