Don't Be Afraid To Go After Large Accounts,

Although large accounts present special challenges, they are far from unapproachable. Contrary to popular belief, large accounts are not impossible to crack. Here are a couple of common myths about large accounts, and how to overcome them.

They won't change suppliers.
Large accounts take more effort, and your prospects may not always be thrilled to see you at first. But if you're persistent and genuine reasons for them to make a change, they'll become more excited about the idea.
They're usually happy with their service.
Any supplier takes care of its biggest customers, right? Wrong. No one has a lock on good service, low price, and high quality. Things can and do change, so get ready for a long purchasing cycle. Watch for announcements of new buyers or executives in your target company. A new person on the job means new ideas, new policies, and often, new vendors.