25 March 2008 Comments
Who are your best customers? It’s a question I often ask my clients. And the answers I most often get are either “the big ones” or “the small ones”.
In fact, because I have a ton of experience in selling to large companies, I’m often asked for my advice on how to “land a whale” or to break-in to big companies.
But in my experience, the best, most profitable customers for most businesses are the medium-sized ones. It’s certainly the case for me. And when it comes to prioritising business development – that’s where I put my energy.
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