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Many people selling to businesses are expected to have laser-like focus. Their territory might be geographical, as small as midtown Manhattan or as large as Nebraska. Your territory might be defined by a profession or industry. If you were an insurance wholesaler, you might be dedicated to servicing only one specific firm. In all these cases, you need to find new business within your assigned constraints.

More food for thought: every business need a benefits plan regardless of size. You know many of the established businesses. How can you identify businesses new to the area? Let us assume you have a territory. How are you going to find prospects?

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