o become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them succThis week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits. In reality the salesperson may have achieved success if the clock were turned back 20 years. Back in the early years of this industry almost every business was a prospect. Every business needed the services they offered. Today, we need better hunting skills to become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them succet the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits. In reality the salesperson may have achieved success if the clock were turned back 20 years. Back in the early years of this industry almost every business was a prospect. Every business needed the services they offered. Today, we need better hunting skills to become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them succmade me think about how easily we can slip into bad habits. In reality the salesperson may have achieved success if the clock were turned back 20 years. Back in the early years of this industry almost every business was a prospect. Every business needed the services they offered. Today, we need better hunting skills to become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them succn the early years of this industry almost every business was a prospect. Every business needed the services they offered. Today, we need better hunting skills to become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them succo become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them successfully and then farm them for all they are worth.

B2B Sales Strategy

Most businesses that are faced with similar changes and developing any business is challenging. With s strategic approach we can locate, identify and target new customers that want our services. We essentially have two ways to generate business. One is through the process of hunting for new business and the other is farming our existing clients for new business. One truth is certain; when we focus on the customers needs, wants and desires we will achieve ours. When we focus on our needs, wants and desires, we will miss the target.

Hun