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The value in a targeted account list

I just participated in a marketing panel that offered a local company advice in cracking the Fortune 500 market. This company has served several Fortune 500 accounts to date, but wants more of this business.

I asked the owners if they had developed a list of the Fortune 500 accounts they'd most like to crack, but was met with blank stares. I think this is a missed opportunity.

With a list like this, the company's sales people could share it with others and ask them if they had contacts in these other Fortune 500 companies. This is a more targeted approach to networking, with getting inside an untapped Fortune 500 company being the ultimate objective.

What do you think of this approach? Is there a better one?

June 21, 2005 | Permalink


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