The problem with selling to companies? Companies don’t buy anything; people do. The founder of The Sales Evangelist, Donald Kelly, and I talk about how common it is for businesses to forget that a person who bought from them at Company A might move to Company B and could potentially buy from them again in that new role. Businesses go off chasing new potential clients that they have no relationship with, while ignoring the opportunities that exist within the network of people who already know, like and trust them.

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