SellingPower.com offers up a spot-on short article about maintaining customer relationships in this economy. The pressure on salespeople is extremely high right now in two regards – there are limited opportunities to close new business and the business world continues its radical information shift thanks to the Internet. First off, companies have slowed down their purchasing, but they are still purchasing. I think this fact gets lost in the doom-and-gloom reporting that saturates our senses. The tactical truth is that salespeople are going to have to unhook business from their competition to increase their sales. Many order-taking salespeople will fail miserably in this endeavor. Second, prospects are far more informed… Read More
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