Industry icon. Thought leader. Master of enterprise-sales Paul Kiewiet joins for a discussion about all things necessary to win at the Big Account level.
Listen in to find out:
– Why “being on the bid list” guarantees you nothing
– The tactical approach, program v. transactional business as entry points
– How large accounts should mimic your financial investment due diligence
This, along with the 3 Questions Every Distributor Should Ask when deciding to pursue accounts of this size will leave you better prepared to approach this part of the marketplace.

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