Farquharson/Tedesco on Business Development: 2013 Deathbed Regrets, Oath

Good morning, everyone. On behalf of the entire Calendar family, thank you for coming to this remembrance service as we prepare to bid 2013 farewell next month. It was good of you to take the time as we look back on a year that ended much too quickly.

All in all, it was a good year. We will remember it fondly as there were challenges met, growth seen and targets hit. But 2013 was also full of regrets. So much opportunity missed. So many promises unfulfilled. Last year, as we gathered to bury 2012, we all told ourselves that we wouldn’t let this happen to us again, that we’d learn from that year’s mistakes and make changes.

No more “Shoulda, Woulda, Coulda.” Only check marks next to the solid plans we made and SWORE that we’d complete, adding “And this time, we mean it!”

And yet here we are again. So sad.

Ladies and gentlemen, 2013 would have wanted you to hear this message: Don’t let it happen again! Don’t sit here next year at this same time lamenting about a year’s worth of “what might have been if I’d only…” Make changes. Set realistic goals and then set out to reach them. Let’s learn from the mistakes of our collective past. The Calendar family gives birth to a new opportunity every January 1st and this renews the chance for repentance.

Here are some thoughts to help you out:

1. ShouldaTwo words: New Business. What you shoulda done in 2013 is to focus on generating new business. Roughly 10 percent to 15 percent of your business disappeared this year. If you’re lucky. Simply doing what you’ve been doing was not enough (see also definition of “Insanity”) to grow. How do you grow?

T.J. Tedesco is a sales growth, business strategy, marketing and PR consultant operating at the intersection of clear vision, compelling content and effective outreach practices. For nearly two decades, T.J. has been an independent consultant and sales growth team leader. Previously, he sold commercial printing, graphic arts machinery and supplies, and finishing and bindery services. T.J. helps North American companies with content development, Web and print design leadership, nurture marketing programs, sales coaching, sales team alignment and business strategy. Since 1996, T.J. has worked with more than 100 clients on retainer, 80 percent in the graphic arts industry. T.J. is author of "Win Top-of-Mind Positioning," "Playbook for Selling Success in the Graphic Arts Industry," "Fire! How Marketing Got Hot," "Direct Mail Pal" and four more books published by PIA. He can be reached at (301) 404-2244 or tj@tjtedesco.com.
As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
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