I’ve recently been spending time out in the field watching our Business Development Team sign up new clients – it’s truly fascinating, and I’m sure psychologists would have a field day in such an environment.
Watching how they interact, how they exchange information, and how our potential clients respond to their presentations, will never get boring. So with this post I’m sharing my personal observations, and questioning the notion: can a product really sell itself? Or indeed, are F2F meetings intrinsic to the sale and the building of successful supplier-client relationships? 