Farquharson/Tedesco on Business Development: Sales Territory Management
B Customers—Let's say you have 10 "B" customers and on average you need to see each one every third week. This adds another 166 annual sales calls (10 customers x 50 weeks ÷ 3 [every third week]) to your territory plan.
B Prospects—Assume you have 10 of these "B" prospects, and that on average you need to see each one every fifth week, giving you another 100 sales calls each year (10 prospects x 50 weeks ÷ 5 [every fifth week]).
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.
