In business development or sales, the biggest fish in your prospect pond are often what I like to call “arms dealers.” Arms dealers provide a related product or service to a group of fragmented targets. By selling to or partnering with an arms dealer, you can reach this group of targets in one fell swoop versus approaching individually. Hence, it’s typically far more efficient doing business with an arms dealer.
Scott Britton is a startup enthusiast, blogger, and Skillshare teacher based in New York City. He is a former business development and marketing executive for SinglePlatform and writes about business development, networking, and personal development at Life-LongLearner.com.