How to change infrastructure to ferret out new clients

08/30/2009 | Bloomberg Businessweek

Small businesses that have lost big contracts need to develop reasoned marketing, infrastructure and customer management strategies before hiring sales staff to push a product, says Joanne Black, founder of NoMoreColdCalling. Black recommends determining whether there are new applications for an existing product, seeing whether the product meets a need of a government agency and then looking for strategic marketers.

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