This Is the First Step in a Successful New Business Development Sales Initiative
The Sales Management. Simplified. Podcast with Mike Weinberg
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How to Be a Strategic Sniper in Sales
When there are too many accounts on a sales person's list they don't focus and they don't fire enough at the same accounts. I strongly advocate that managers get involved roll up their sleeves and have these targeting meetings with their seller so strategic some thinking finite because she can't call the whole phone book. And then the final characteristic number four is written and this is where people poke fun at me for saying this because Mike what do you mean written or printed? Like going new development is a hobby. It's an afterthought, but it's definitely not business.
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