I was asked on linked.com the following question: “You’ve been given a new sales territory.  How do you “attack” it to produce huge results?” Below is my public answer.

When I was in various sales roles at Xerox and DHL, the first thing I would ever do when I was given a new territory was to identify who the largest possible target clients were.  I wanted to find prospects that no one before me had been able to get a foot in the door. I looked for the biggest challenges possible, with the largest rewards. (more…)