Nine Tips for Two-step Acquisitions
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9. Try a mini-brochure. First, define "mini" as it fits your business, as well as the necessary payback. B-to-b catalogers often find themselves competing for more customers within the same organization. From end-user to specifier, purchasing agent to headquarters, gatekeeper to decision-maker, tapping each person on the shoulder with a catalog may not be economically feasible.
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