Farquharson/Tedesco on Business Development: Sales: Harder Now or Before?
Sales Challenge #1: Finding a Hot Prospect
THEN—Identifying prospects took on two forms, primarily: You could work from a list or you could use your eyes and perform what was called "prospecting by driving around." Lists were outdated the second they were printed, but that is offset by the fact that people used to stick to one job longer, so they had a longer shelf life.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
