I know it.
Chris Kalaboukis

The direct approach has produced the most success for us, but you have to be extremely targeted (as in, a specific need for a specific person at a specific organization), persistent to the nth degree, and have a deep understanding of the market and problem you’re addressing.

If you’re selling $5 widgets, I can see how this is too onerous, but for our market where a 7 figure contract is “small”, it’s definitely worth the diligence.

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