Farquharson/Tedesco on Business Development: How to Hunt Successfully

Yeah, but what if you're new to print sales? Can you be an expert?

Of course you can! For example, if you once were in the insurance business, you could sell marketing and communication solutions to insurance companies. Insurance is an annuity type of product. So is selling print, in a way. Once your foot's in the proverbial door, opportunities keep rolling in, unless you screw up. If you were an insurance adjuster, then you know the importance of servicing accounts on an unpredictable schedule. Guess what? This sounds a lot like what print buyers need: service pros able to work on serving unpredictable demand. Once you build a base book of business in the insurance industry, it's not a stretch to claim expertise in financial services because that's a related industry, too!