By Kelmscott Communications on
1/15/2015 3:02 PM
I was in conversation with a sales representative recently and he was speaking to his annual sales quota. His plan was to focus on his key buyers and close as much business as he could, focusing on the big ticket items. He was going to eliminate all small customers and keep his efforts where there was the most potential to close the highest amounts of business. His customer is usually the procurement department where he lines up with lots of other “preferred” vendors to offer his best price in order to secure the work.