Monday, May 24, 2010

Mistake Number 6

Mistake Number 6: You’re overly dependent on one relationship inside an account.
The buyer loves you. Does their boss have a clue you exist? All too often, the answer is no. We live in a world where companies get reorganized, departments get downsized, and people get reassigned. Find ways to connect with more people within the organization. Get to know the buyer’s boss. Someone takes over when the buyer goes on vacation. Be a friendly face and get to know them, too. Don’t make the mistake of depending on the strength of a single connection. Build a network and sleep better at night.

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