Selling to big companies: Target Discretionary Budgets
For business services firms, securing ongoing assignments from Fortune 1000-sized companies is a planned growth strategy.
Key account acquisition takes into account the fact that there are multiple stakeholders around any decision to hire a new service provider. Knowing where to invest development efforts within large, complex organizations is made easier by understanding that discretionary budgets are more likely to fund first assignments with new suppliers.
Read Full Post | Make a Comment ( None so far )
