Selling in a recession is tough. Salespeople know that better than anyone. Aggressively waiting for the phone to ring doesn’t work. Neither does doing the same things with double the energy. But there are things you should do, and there are things you should not do, in times like this. You’ll find that guidance in this eBook.

Selling through a Slump: An Industry-by-Industry Playbook to Help You Prepare for the Recovery brings together 11 top sales blogger-trainer-authors from 11 distinct vertical market sectors, ranging from retail to health care to telecom—because one size doesn’t always fit all.

Selling through a Slump contains the best of the best—Top Ten (and more) lists on how to sell in a recessionary market from well-known sales experts like Jill Konrath, Charles Green, and Dave Stein. Each list is a mixture of practical-tactical tips and experience-based wisdom. The answers you’re looking for are here.

On the next page, take a quick scan to find your industry and your blogger/expert; then savor the ideas.

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"Selling Through A Slump - An Industry-by-Industry Playbook to Help You Prepare for the Recovery"

Offered Free by: Oracle Corporation

CONTENTS
1. Retail page 4
Skip Anderson: Selling for Retailers
2. Public Sector page 6
Mike Kujawski: Selling to Public Sector Clients
3. Insurance page 9
Mike Wise: Selling for Insurance Agents
4. Law page 10
Matt Homann: Selling for Lawyers
5. Health page 11
Anneke Seley: Selling to Buyers of Health Care Products
6. Accounting & Consulting page 13
Charlie Green: Selling for Accountants and Consultants
7. Telecommunications page 15
John Caddell: Selling into Telecommunications Markets
8. Technology Consultants, VARs page 17
Dave Stein: Selling Technology
9. Services page 19
Jill Konrath: Selling in Service Businesses
10. Media page 21
Anne Miller: Selling Media
11. Manufacturing page 22
Dave Brock: Selling to Manufacturers

Yes, selling through a slump is tough. But you can use that adversity to your advantage, and turn it into opportunity.

Focus on the basics, whatever your field.

Be creative. Put yourself in your customer’s shoes.

Most important: Be your customer’s ally.

• Use new technology and Web 2.0 tools like Twitter, LinkedIn, and Facebook to keep on top of what customers are thinking and to stay connected.
• Use any tools you can to help your customers do their jobs better.

You will have their loyalty when the economy picks up.

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