Farquharson | on Business Development: Fire Up ‘Lazy’ Salespeople

• The “I know damn-well that I should be prospecting. I’ve been doing this for [insert impressive-sounding, double- digit number here] years” tirade;

• They probably have at least one large “anchor” account that consists of 20 to 60% of their business;

• Their work hours resemble more of a banker than a sales rep;