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.
An Example of Partnering with an Arms Dealer:
Say my company provides a commenting platform for professional bloggers. One approach is to go to every major blogger on a popular platform and try to convince them why they should utilize my solution. This would require many instances of repetitive labor. Alternatively, I …