As a seller, I have learned that meeting and engaging large, successful customers on a continuous basis opens up avenues for a lot more business ideas. This does not mean getting distracted from your core value proposition, but if the salesperson is attentive, open-minded and creative, many new ideas can come your way. An advertising Company CEO summarised this very well by telling me, ‘Alok, when we sign up clients as their AOR (Agency on Record), we normally don’t make a profit on their existing business. However, being the official agency allows us open entry into the client’s offices all
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