Farquharson/Tedesco on Business Development: How to Hunt Successfully
Forget about qualifying the hundreds of suspect companies tucked away in a rarely used corner of your CRM system. Instead, choose the ones where your background adds value and qualify only those.
Your hunting effort is limited by hours in a day. We will argue 'til we're blue in the face that too many names on a list is a negative, not a positive. Wildly successful reps tend to work far fewer accounts, all of which are extremely well-qualified.
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.
