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3 Steps to Landing a Big Account

Want to land that big account, but not sure how to get to the top? Climb the ladder to success in 3 simple steps.

This story appears in the April 2006 issue of Entrepreneur. Subscribe »

The toughest accounts to land are usually the largest and most profitable accounts, too. Everyone wants to get in the door, and there's much more competition at that level. But don't let that discourage you. While breaking through certainly won't be easy, the following three steps will increase your chances of landing that tough account:

1. Prepare before you call. Get as much information about the account as you can from the company's website and annual reports. Check out newspaper clippings that highlight the company's goals, product line or future endeavors. Find out the name of the company's CEO, and Google it to learn some business and personal information that can be useful later.

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