1. 3 Ways to Sell to Big Customers

    3 Ways to Sell to Big Customers

    The business-to-business market is tougher than ever. Here are three different approaches to improve your sales efforts. Choose the one that works best for your business. A big shift has happened in the way large companies make decisions. I described it in my blog on "Zombie Apocalypse". Big companies have taken away the purchase power of middle- and higher-level executives in favor of either senior executives or purchasing/procurement buyers. In order to set your growth strategy for this reality, you need to consider the three approaches below and then choose which one to bet on most heavily. Most businesses will need to take a diversified approach in order to cover all their current customers as well as attract new ones, but that doesn't mean you shouldn't put more emphasis on the approach that seems to be your best bet. Here are your options 1. Get good at ...

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