Farquharson/Tedesco on Business Development: How to Hunt Successfully
Oh, here come the yabutts.
Yeah, but no print salesperson can be an expert in everything.
Right! Therefore you really should focus your target list in places where you can claim at least some degree of expertise. Take a look at your existing account list. (If you're new, use your company's account list instead.) What are the common threads? Retail? Manufacturing? Agencies? Associations? Healthcare? Other verticals? Where your experience lies, so does your expertise. Choose "suspect" and "prospect" accounts that look like others where you've experienced success.
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.
