Farquharson/Tedesco on Business Development: Sales Territory Management
How does Santa do it? Simple: He keeps going until everyone has a present, no matter how tired his reindeer get. And he never sacrifices quality for quantity—he's always prepared with the right presents for the right kids.
In other words, Santa combines the best aspects of the old and new schools of selling. The old school says "knock on doors until your knuckles bleed," while the new school says "prepare properly and offer customized information on every sales call." As Santa shows us, both approaches are essential for effectively covering your territory.
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.
