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Sean Norris
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4. Diversify
There's no guarantee a large prospect will become a buyer, even if you put in the requisite time and effort. For that reason, it's best not to stake your entire business on large accounts. Target them where opportunities arise, but make sure they're not your only source of revenue. "Large accounts can be very rewarding, but it is wise to have a variety of account types in your portfolio," Morsch advised.
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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