SWOT Category: Internal Strength

Storming the gates to reach decision-makers

I'm new to my job in which I'm doing business-to-business (B2B) marketing to set up new accounts. Currently, I'm making face-to-face cold calls and use our competitive advantage of excellent pricing as our prices are below the average. The challenging part is getting past the gatekeeper to reach the decision-makers. Also, I call decision-makers to schedule an appointment, but have a hard time encouraging them to meet with me. How can I break through the gates and arrive face-to-face with the decision-makers?

—Leigh, Account Manager

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* 1. Can you help? What's your best advice?

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