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RAB Research Archive

Selling vertically, not horizontally



It's great to close a new prospect and increase your company's list of existing buyers. But there are times when the lead pool is limited, and getting new prospects to agree to a sale is more difficult than usual.

When that happens, top salespeople go back to the well and spend some time selling deeper with their existing accounts.

Doing so helps build confidence, and it also provides a reasonable way to keep building revenue until conditions change.

Source: Sales coach Anne Miller





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