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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Interesting article from Selling Power’s sales management newsletter – Think Small. Here is the opening set-up for the article: Yet in times like these, the Big Deal is more difficult than ever, if not impossible, to come by. That’s why Small is the new Big. Find ways to close smaller deals and take on smaller projects than you might have considered in the past. By doing so, you’re not settling for less; rather, you’re taking a more achievable step toward a potentially lucrative, long-term relationship with a customer. I agree. Downturns are an opportunistic time to establish a relationship with a large company. I take the same approach – any… Read More
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