Build it and they will come?

I had yet another conversation with someone today who expressed concern about the lack of a coherent sales and client service strategy.

I can’t tell you how many times I have seen and heard this same concern.  These companies almost always operate under the “build it and they will come” belief.  It’s amazing to me and hard to comprehend given my DNA and experience.

Despite what we would all like via sales 2.0, you have to get out there and sell and build an organization to bring in clients.  It’s not easy, but the time spent understanding the dynamics of the market and buying process and then creating the sales and service organization to go after the marketplace is imperative to succeed.

I guess I look at this as an opportunity and competitive advantage for those companies that understand this because their chances of success are far greater…so maybe I shouldn’t have posted this…oh well.

Build it, yes….but make sure you also build the organization and process to go and get the clients.

Brick