MFSA/NAPL Conference — Survey Results Are Fulfilling

He advised: Prepare prospect list from industry organizations; e-mail profiling questionnaires to narrow the list; visit several industry groups to get the “feel” for their organization; and try to make your business a big part of their business for a win-win relationship.

In the panel discussion on “Building a Fulfillment Sales Force,” Rob Young of Transcontinental Direct, in Warminster, PA, profiled his company’s successful sales professionals as “great communicators…with intellectual bandwidth to manage complex program(s), who understand and are motivated by annuity-based selling and compensation.”