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"My advice to a novice in the industry looking to get their foot in the door of a big account is: Don't. At Proforma we teach 'comfort-zone selling.' We believe you can only successfully sell to sizes and types of companies in your comfort zone. When you are new, you are still learning about the suppliers, the products and the industry. We call this the 'earning while you are learning' phase. It's much better to earn while you learn, cutting your teeth on smaller accounts and your family, friends and network. As your knowledge of the industry grows, your comfort zone will expand and you will know when you are ready to call on big accounts."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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