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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 whetherRalph Waldo Emerson was thinking about business when he penned thatphrase many years ago, but it seems appropriate. When you hitchyour wagon to a star, after all, you propel yourself toward thehighest reaches, you get the best view of what's below, and youcan go anywhere from there.

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

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