A Filtering Economy

This economy is tough for everyone but especially for salespeople.  Money is tight, companies are delaying decisions and jobs are on the line.  Yet, through it all sales must continue…and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order takers from the closers.  If you think about it, the salespeople who have rested on a strong territory, one large customer or golden leads are now having to face a prospecting situation.  For some this is a nightmare of slasher movie proportions. I have seen a company’s perception of a “strong” salesperson change dramatically during similar economic times.  This downturn… Read More

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