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For example, if you sell an accounting software program that you know CFOs will get the most use out of, join an association that your VITOs' CFOs would belong to. Go on Google, and spend a little time investigating the top associations (the ones with the biggest membership and largest annual conventions), then sign up and actively participate in them...
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Be sure to read their newsletters and listen to the various recordings of past sessions and meetings.
4. Start reading. Get subscriptions to the trade magazines and publications your target prospect reads--and read them. When in doubt, start with the The Wall Street Journal.
By doing your research, you'll definitely be well armed when approaching your prospect...
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