Farquharson/Tedesco on Business Development: Sales Territory Management
You will sell more if you make more of the right types of sales calls. Period. Here's a territory management guide to help you do just that, inspired by lessons from Jolly Old Saint Nick himself.
Step 1: Determine How Many Calls You Need to Make. Santa never leaves the North Pole without knowing how many houses he needs to visit and how long he should expect to spend at each. Since kids on his nice list get more presents, for instance, they require longer visits. Knowing how much time will be required to finish his route helps Santa plan out his night to ensure every house gets presents.
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.
