10 Sales Strategies for a Down Market

In today’s market everyone wants to know … Are you going to make your number?

Recession, economic concerns, a slow-down in demand…….clearly, we are in the midst of change, and it is the agile organization that will fare the best during today’s challenging times. After many years of growth, organizations are having to focus and become more efficient and very aggressive in multiple areas in order to survive and grow their business.

To gain insight on how sales leaders are responding to today’s challenges, we tracked down sales executives from 14 national and regional companies to see what they are doing to rev up their company’s performance. These companies included manufacturers, distributors, and wholesalers. Our objective was to learn, and through this article, share insights that might be helpful to executives in allindustries.

In nearly all cases we spoke with the organization’s Senior Sales Officer, veterans who manage multi-million dollar lines of businesses. They agreed to be interviewed provided we maintained confidentiality. Therefore, while we quote those interviewed, the quotes are provided anonymously.

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