Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
A long time ago, I sold a product to doctor’s offices. At the time, it was common for doctors to buy virtually everything from a single supplier — office supplies and toilet paper, but also diagnostic equipment and anesthesia sets. The primary asset of these small distributors was their network of relationships.