The article gives suggestions for sales people new to an established market. Although you may offer a better level of services than your competitors, clients may be unwilling to switch to your services. Why should they risk starting a new business relationship when they can stick with what they know is safe? Rather than skimming the outskirts of the market picking up small clients, continue to go after the big ones. If you succeed, you’ll hit a home run.
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Focus on the Right Targets