"What Is Your Recession Sales Strategy?"
This is the title of a new free white paper I wrote for The Customer Collective. It is based on a survey and packed with strategies you can use to sell more effectively in challenging times. If you use them I know you will be successful because the survey the white paper is based on discovered that many organizations have a sales strategy recession going on alongside the one in the economy. While tough times often bring new ideas to many company functions, when it comes to sales, these organizations are making no strategic adjustments, doing things they way they always have, only opting to “sell harder" and wait for better times.
But a recession is more than just period of slow sales. It is a time when the markets and customers we sell to change behavior, with buying less only the tip of the iceberg. Customers often realign their buying criteria, corporate values, personnel, and alliances in ways that last for years after the recession ends. Sales success depends not just on selling harder, but selling strategically smarter to these customer adjustments as well.
When Customer Collective Co-founder and CEO, Robin Carey asked me to do this study I could not wait to get the survey out, discover the results, and share all the great ideas. I also looked beyond the survey to find ideas from other studies as well.
In addition, terrific insights were added through interviews with some of the most knowledgeable sales strategists of our time; Jill Konrath, Chief Sales Officer for Selling To Big Companies; Dave Stein, CEO of ES Research Group; Denis Pombriant, Founder and Managing Principal of Beagle Research; and David Bonnette, Group Vice President, North American Sales at Oracle.
In these tough times there really are strategies sales organizations can use to make a difference. This white paper can help you find ones that can help you. If your competition just "selling harder and waiting for better times" read this paper before they do!
"What Is Your Recession Strategy" is free with registration with The Customer Collective, a terrific social media site for sales and marketing professionals that you will want to join anyway. Use the link below. If you already are a member, just use the link, log in, and download.
Perfect. Surveys help alot in finding alot of things like customer satisfaction level, mechanism for people making any complaints highlighted, and getting exact customer requirements. Great post.
Posted by: replica hermes birkin | December 30, 2011 at 11:19 AM
I would like to read more about this interesting topic.
Posted by: Inversiones en petroleo | May 11, 2011 at 10:48 AM
The bursting of a real estate or financial asset price bubble can cause a recession. For example, economist Richard Koo wrote that Japan's "Great Recession" that began in 1990 was a "balance sheet recession."It was a great strategy, I love it, I would like to read some more about it!!22dd
Posted by: buy cialis | April 19, 2011 at 09:57 AM