Selling to larger companies will always allow you to sell at a higher price. Small companies make their buying decisions on a far more personal level. The trade-off is that the small company customer will be less likely to stop using you because they are more personally involved. Large companies have a higher cost of entry because it takes longer to penetrate into the customer’s buying decision level. Therefore, it’s important to make sure you allocate the proper amount of time to be able to close a large customer.
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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