When selling to Corporate America, realize that while your formal customer may be the company, you must deal with individuals within the company. So, how to plan a sales strategy for:
1) Gatekeepers, who answer telephones and control the information flow
2) Influentials, whose opinions are valued by
3) The Decider, who decides whether or not to buy your product or service
4) The Buyer, who negotiates the terms of the sale
5) The User, who will actually use and benefit from what you sell
When you've developed a strategy for selling accounting and tax services to these groups, call me. It's harder than the textbooks say.
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5 years ago
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