Drilling For Gold
How Corporations Can Successfully Market to Small Businesses
Category:
Sales & Marketing
(9)
(10)
(8)
(6)In this summary you will learn
- Why there is no such thing as the "small business market;"
- How to identify potential sales prospects from the 21 million small businesses in America
- How to target your sales approach based on the characteristics of a small business owner
Why you should read Drilling For Gold
The small business market, the coveted target of many salespeople, is a myth. At least 85% of small businesses are not real sales prospects; they are one-man shops, paper companies and fly-by-night shows. John Warrillow provides an invaluable service to salespeople around the world by explaining how to spot and eliminate this "sludge." He also tells how to segment viable companies to identify the best potential prospects. getAbstract.com strongly recommends that all salespeople read this priceless book.
About the Author
John Warrillow founded Warrillow & Co in 1997 to help Fortune 500 companies access the small business market. He maintains a Web site, Warrillow.com and publishes a weekly e-mail service on marketing to the small-business sector.
Comment on this summary
Be the first to write a comment! Sign in to share your opinion
If you wish to purchase 20 or more copies of this title (not the summary, but the actual book), please contact us at info@getAbstract.com. Make sure you include the title of the book and your phone number.
getAbstract makes it easy for you to access the summary of Drilling For Gold any time or any place. Once registered, you can choose from a variety of download formats: PDF for your computer, BlackBerry, iPhone, Kindle, PDA or other handheld devices. You can even obtain the audio version of many of our summaries.
Subscribe today to gain access to this summary as well as many other compelling titles!
