Working with startups and small businesses can be incredibly exciting and rewarding for both the salesperson and the client.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the tactics for dealing with smaller accounts, the importance of thoroughly understanding the client’s objective, and the benefits of dealing directly with a business’ decision-maker.

They discuss why it’s critical to manage your client’s expectations around what their budget can achieve, why becoming too involved in the intricacies of a campaign can be detrimental, and how to know when to walk away from a particular deal.

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