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Happy Sales To You

Get on the right trail by connecting with your prospects' star players.

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This story appears in the May 2001 issue of Entrepreneur. Subscribe »

"Hitch your wagon to a star." I don't know whether Ralph Waldo Emerson was thinking about business when he penned that phrase many years ago, but it seems appropriate. When you hitch your wagon to a star, after all, you propel yourself toward the highest reaches, you get the best view of what's below, and you can go anywhere from there.

As an entrepreneur trying to sell your product or service, you want to connect with other "stars." That means selling directly to the top-to the presidents, CEOs and other top decision-makers in the companies you target.

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