October 8, 2010
Selling Through Cycles
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.
