Selling beyond your immediate contacts can’t simply be reliant upon recommendations and advocacy. It’s about educating people as to the value you can bring and relating that to their own challenges. That means building an insightful and compelling story that resonates, something that talks to their needs and meets their objectives.
and provide the champions within your client business with the right information to further extend your story and capabilities.
to their world and further understand what it is they’re trying to achieve so you can position your own story in that context.
your target customer's movements to ensure you know how to reach them at important events and industry gatherings.
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