Sales clinic: How to penetrate dream accounts
from My Print Resource
Dream accounts are those high potential prospects that would have a huge impact on sales and compensation. Every printing salesperson and printing company owner has at least one dream account within their local geography. It is in these accounts that there is a perfect fit and large potential for what the print provider sells. Since most dream accounts are non-customers or significantly under-penetrated accounts, there is generally a large investment of time required for the salesperson to generate business.
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