During a recent networking lunch with the Chamber of Commerce’s Next Generation of business leaders in my headquarters city of Fredericksburg, Virginia, I was impressed with the presentation by Stephen Whitesides who built a global company from humble beginnings as a drum teacher. Now he is selling percussion instruments worldwide from Greenbrier Percussion.
One of his memorable statements was on the importance of thinking about the fact that we are selling all of the time. He reminded the audience that we should be selling even when we have had a customer for years or think we are already known or understood. Those we serve need to be reminded of our value and we need to keep learning about their needs and anticipate future needs, so we can adjust our sales message.
Mr. Whitesides told us he has plans for further expansion beyond drums so his growing business will be one to watch!
