Farquharson/Tedesco on Business Development: Make 'Wicked Easy' Sales Calls

How many phone calls would you have to make to get even a "Go away" response from the Admissions Department? Without something specific in mind to talk about, they are not likely to talk to you, with or without a wicked smaht daughter. You become just another sales rep. Click.

Which sales call would you rather make—the blind one where you're talking to the Print Buyer hoping for something to quote on, or a more purposeful call to the Requisitioner with an idea for improving what they are already doing? It is infinitely easier to make a sales call when you have a printed piece in hand. Think about it: you are now armed with a sample and need only know the story behind it and the person who initiated it (the aforementioned Requisitioner).