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Are small businesses a big part of your customer base? Are you looking to sell to more of them, or maybe to sell deeper to the ones you already have? If so, I would give the 5 Things You Must Do To Sell To a Small Business Owner, by John Jantsch from Duct Tape Marketing, a read. As a small-business owner himself, Jantsch quickly runs through the logic behind his own purchasing decisions, then inverts the ideas to create five sales pointers for working with smaller companies. The most interesting points for me were "realizing I don't plan that far out" and "know that I am loyal to a fault."
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Michael Cornnell
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