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Architecture & Engineering
The Client Coach How to build strong business relationships |
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July 5, 2006
The Client Coach: How to pick your best sales team
By RANDY TUMINELLO
Special to the Journal
Special to the Journal
Question: When selecting our “marketing force” should we focus on those with a predisposition toward selling?
A well-rounded marketing force needs a variety of talent, styles and abilities. Consider the analogy of the typical 18th century army. In those times you had the cavalry, foot soldiers, heavy artillery regiments and so forth. Even the teams who took care of the supply wagons were critical.
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Previous columns:
- The Client Coach: Three Keys to Business Development Success, 06-21-2006
- The Client Coach: In marketing, start with a clean slate, 07-20-2005
- The Client Coach: Don't let scope creep eat up profits, 06-14-2005
- The Client Coach: How to stop pestering your prospects, 05-18-2005
- The Client Coach: Stress is inevitable, so deal with it, 09-29-2004
- The Client Coach: Take time to differentiate yourself, 08-18-2004
- The Client Coach: Eight things successful leaders do, 07-07-2004
- The Client Coach: Use the power of polite persistence, 06-23-2004