Farquharson/Tedesco on Business Development: How to Hunt Successfully
- If you're a 20-year vet with a decent base of existing accounts, you might only be able to dedicate a handful of hours each week to hunting for new accounts. Therefore, a couple of dozen accounts might be your sweet spot.
- If you're a newbie, your revolving door of suspects to qualify might easily exceed 100 or more.
- If you're with a company that sells a complete print management solution with a long selling cycle, then a half dozen well-chosen prospective accounts might be the right number for you.
No matter how many accounts you choose, limit the number of your suspects and prospects to a carefully selected, finite number and stick to it. Then work 'em baby! Be disciplined. Maintain a finite number of accounts chosen for maximum fit with your personal areas of expertise. You just might be amazed at the results. See you next time! PI
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.
