jgugliada's blog

Prospecting

It goes by many names, prospecting, business development, cold calling etc. depending on your industry. Regardless of the name, the function of driving new sales revenue is not easy & can be downright discouraging.

Therefore it''s not a surprise that many small companies put this on the back burner & only engage in the practice when they see a sales deficit. Unfortunately, this is not much of a business development plan that will return positive results.

" I don't need a plan"

Had it only been a single occurrence, I would have let it go & obviously not taken your time to read about it in a blog. BUT I have had three potential clients all tell me in one form or another that they not only want to enter a new market but a foreign market without a plan, research or strategy; we need sales.

First of all if you need sales that badly, you have not taken business development seriously for a long time. Just the fact that you have reached this high level of urgency is alarming.

"Somethin for nuthin"

As a firm believer in capitalism & the "rules of the game", I always thought opportunity seekers were just good business people; until recently. Not to take away from the fact that yes, astute business folks, really are very good at spotting & cashing in on opportunity.