The B2B End Around
Waxing UnLyrical
OCTOBER 5, 2011
You spend a lot of time calling on the business, trying to get them to buy your product. You don’t sell directly to the end user, but to retailers and office furniture/office supply stores. Go directly around the other “B” to their “C,” so that the “C” tells the other “B” that they want to buy what your “B” has to offer.
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