How to close larger deals

06/16/2013 | VAR Guy, The

You'll need to concentrate on the business issues that your solution can address if you want to attract larger customers and win bigger deals, writes Kendra Lee. "Linking your recommendations to a prospective customer's biggest business objectives makes it far easier for you -- and the buyer -- to justify a much bigger investment," Lee writes. It's important to look for new opportunities with your current customers and to go after bigger clients, Lee writes.

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