At Enigin it is certainly preferable for new Enigin Distributors to target Small to Medium Enterprises, where they speak directly to a decision maker - it provides a rapid way to start and establish a business.
Often Enigin Distributors want to help Coca-Cola save energy, or HSBC or some other multi-national organisation. Dollar signs flash up in their eyes and they think it will be easy - it never is.
Not that large corporations shouldn’t be targeted,but if you are starting out in business you need to get the money flowing, so go to those that provide quick decisions and also need less of an operation to get up and running. But how about those medium size companies?
Once your established, taking longer and having a “big” deal run in the back ground is probably a worthwhile goal - and as this post on Bnet.com states, it maybe be the better option for an established business:
You’re an experienced sales professional selling a product in an industry that you know quite well. Your manager gives you a choice between two hot leads. One lead is for a large, internationally- known enterprise; the other is for a medium-sized, regional business. The potential deal size and up-sell potential are the same in both cases.
Which one should you target?
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