Sales Strategies: Hunting for Big Game

This article was written by Ray Silverstein of Entrepreneur.com

It's a jungle out there. Yes, small-business sales is a wild, wild world. My guess is that you wouldn't be out there if you didn't love the thrill of the hunt. But passion alone is not enough. To be successful, you must hunt selectively. After all, you have limited time and resources and can't afford to pursue everything that moves.

It makes sense to target the big game -- the grandest trophies. It's hard work and requires a longer sales cycle, but it's also much more rewarding. So how do you choose a prime target? Consider these factors to determine your greatest chance of success:

• ease of contact; ...