http://saleslaundry.com/2009/10/09/qa-answers-for-a-successful-sales-person-struggling-to-land-large-accounts/?utm_source=rss&utm_medium=rss&utm_campaign=qa-answers-for-a-successful-sales-person-struggling-to-land-large-accounts Folded and Pressed for Sales Success Mon, 04 Jul 2011 06:23:00 +0000 hourly 1 http://wordpress.org/?v=3.1.3 http://saleslaundry.com/2009/10/09/qa-answers-for-a-successful-sales-person-struggling-to-land-large-accounts/comment-page-1/#comment-202 sellgosell Thu, 15 Oct 2009 19:46:05 +0000 http://saleslaundry.com/?p=1146#comment-202 Well said, Mike. May have to edit that post to reflect your gem of wisdom. Well said, Mike. May have to edit that post to reflect your gem of wisdom.

]]> http://saleslaundry.com/2009/10/09/qa-answers-for-a-successful-sales-person-struggling-to-land-large-accounts/comment-page-1/#comment-155 sellgosell Thu, 15 Oct 2009 15:46:05 +0000 http://saleslaundry.com/?p=1146#comment-155 Well said, Mike. May have to edit that post to reflect your gem of wisdom. Well said, Mike. May have to edit that post to reflect your gem of wisdom.

]]> http://saleslaundry.com/2009/10/09/qa-answers-for-a-successful-sales-person-struggling-to-land-large-accounts/comment-page-1/#comment-153 mikeguggenbickler Sat, 10 Oct 2009 04:06:12 +0000 http://saleslaundry.com/?p=1146#comment-153 The decision makers in SME accounts are also more likely to be the actual users of the product while decision makers in larger accounts are more likely to be farther removed from the actual users of the product being sold. This can drastically change the dynamics of the sales process and the value proposition as well. The decision makers in SME accounts are also more likely to be the actual users of the product while decision makers in larger accounts are more likely to be farther removed from the actual users of the product being sold. This can drastically change the dynamics of the sales process and the value proposition as well.

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