Farquharson/Tedesco on Business Development: How to Hunt Successfully
What does your list of suspects look like? Have you combed through your metro area's Book of Lists? Scanned your business associations' member lists and imported them into your CRM system? Googled until your eyeballs turned to Jell-O?
How about focusing on your selected areas of expertise? Build a finite list of these verticals. For example, your authors have both put their kids through the college admissions process and therefore can claim some expertise in that area from the other side of the aisle. A reasonable next step for us would be to make a list of admissions officers for all of the universities in our areas and create a systematic plan of attack. Sounds simple, but simple is best.
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.
