T. L. S. Part I: Tier Level Selling - A Penetration Strategy

 
A number of sales "Gurus" have promoted the theory that states, "concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will provide you with as much growth and profit as you can possibly handle." This is often stated regardless of individual and corporate strategic initiatives. This position is based on the following facts and assumptions. ? Your top twenty accounts have tremendous growth potential that you have not taken advantage of fully....
 
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