A thought I had about sales approaches based on economic conditions:

Booming Economy – Salespeople should focus their message (value proposition) on efficiency and velocity.  Their solution should essentially provide an improvement in productivity.

Recessionary Economy – Salespeople should focus their message on reducing waste/improving profits.  Their solution should provide a method for getting more out of what the customer has today.

Perhaps I am oversimplifying things, but I think this approach has merit.

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