When determining the focal point of your sales efforts, you must understand two characteristics in potential buyers: 1. There are those who can, and 2. There are those who care. Those who can. have the power to make changes. They might not be able to change things by edict, but they have real power, influence and enough control to cause change to happen. Those who care, deal with whatever it is you are talking about regularly, they live with the pain.
