THE 10-K FILING: THE MOST IMPORTANT DOCUMENT THAT SAMS NEVER READ
Strategic Account Management Association
APRIL 5, 2021
Remember the golden rule (of sales): It’s not value unless the customer finds value in it. Align your value proposition with concerns divulged in the 10-K, and don’t mention “the money.” Incorporate creativity and out-of- the-box-thinking strategies to win over the executive you’re targeting.
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