Selling In Tough Times – I
Deals are stalled; business decisions slow in coming – your sales forecast looks a little shaky.
We have all been afflicted to some extent by the knock-on effect of the recent economic slowdown on pending sales decisions. Your products and services are still as good as they ever were – or even better, right?
You’re still doing all the right things you ever did to close business and yet it’s just not happening for you the way it did before the economy dipped.
A famous definition of insanity describes it as “doing the same thing over and over again, but expecting a different result”. If you’re still trying to sell the same people the same propositions as you did in the good times then the economy may have made you a little temporarily crazy– let’s get sane together!
I don’t know it all – but in this three-instalment series of posts I’m happy to share what I’m doing with my teams to get on top of this challenge.
First, I suggest giving your sales funnel a makeover before investing any more sales time and energy – identify your best opportunties and then focus upon them, and them alone. Continue reading “HOW GOOD IS YOUR SALES FORECAST?” »