Quite often the most maddening thing about a “B” account is that if you happen to show up at exactly the right time on exactly the right day, you land an order. But how on earth do you determine that right time and day? Dumb luck is the only strategy, and it’s crazy to depend on that.
So listen to the story… This past week I’m on the phone with a rep from one of my clients. “Hey,” he says.
“Did you hear that my e-Rep just got a $90K order?”
It’s a cool story!