I’m wrapping up my trip this week in Philadelphia and I am finding a consistent theme – company revenues are down but there are specific niches, or pockets that each company has maintained. Some have even grown in these areas. Businesses will survive this economy by leveraging their strong markets (maybe not their core markets). I have consistently heard that medical, aerospace and some consumer electronics markets are still relatively strong. Salespeople should be in close contact with their customers right now to identify these pockets and leverage them in their sales activities. Failure to take this initiative could be a truly career-limiting move. Another consistent theme I have encountered… Read More
Continue ReadingSales 2.0
I read often about web 2.0, recruiting 2.0 and sales 2.0. Math was never my forte so numbers scare me. But I did come across a very informative article in Sales & Marketing Management article titled A Step-By-Step Overview of Sales 2.0. The first pull quote: With instant access to corporate Web sites, search and social networks, your customers have company and product information at their fingertips, which give them much more control over the sales process than they had in the day when brochures and pricing were only available from a sales rep. Many prospective customers postpone talking with a sales rep, believing that they’ll get a better deal… Read More
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