Drilling For Gold (Summary)
ebook ∣ How Corporations Can Successfully Market to Small Businesses
By John Warrillow
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getAbstract Summary: Get the key points from this book in less than 10 minutes.
The small business market, the coveted target of many salespeople, is a myth. At least 85% of small businesses are not real sales prospects; they are one-man shops, paper companies and fly-by-night shows. John Warrillow provides an invaluable service to salespeople around the world by explaining how to spot and eliminate this "sludge." He also tells how to segment viable companies to identify the best potential prospects. getAbstract.com strongly recommends that all salespeople read this priceless book.
Book Publisher:
Wiley
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