Take a comprehensive look at the strategies and tactics that companies are using now to weather--and prosper--in the current economic downturn.

This White Paper is based on a survey and packed with strategies you can use to sell more effectively in challenging times. Explore how companies are reacting to six basic strategy points because of the recession, and how most are missing opportunities as a result. Register for this White Paper to learn more about these successful sales strategies.

What is Your Recession Sales Strategy?
Does your organization see the recession as a sales problem or a strategic business opportunity?

Most organizations see it is as the former, missing significant opportunity to grow their business. A lot of companies are responding to the recession as if it was just a slow sales time. But there are fundamental differences between a time of slower sales and a recession.

By understanding these differences and making adjustments, organizations can maintain business during a recession and, when it is over, emerge with more growth potential, loyal customers, stronger earnings, and a more unified organization.

This study was intended to measure the effects of the recession on sales organizations. I conducted interviews with some of the nations’ top sales consultants, and included some of my own experience as well, to add perspective to the survey results. But in the process came a surprising discovery: much of the “experts’” advice was at odds with the responses from the sales organizations. Could the mainstream response to the challenge of selling through a recession be generally off target? This study found that it is. One theme that all of our experts agreed on is that the most effective sales practices in a recession are actually counterintuitive to many of the usual recommended strategies.

The good news is that there is room for quick improvement. If you have not rethought your sales mission for the recession, use the following six findings and recommendations to start the process.

Request Your Free White Paper: "What is Your Recession Sales Strategy?"

Published by TheCustomerCollective; Sponsored by Oracle

Geographic Eligibility: USA, Canada

IN CONCLUSION:
Planned or unplanned, every organization has a recession sales strategy. Some will coordinate with their marketing department, reinvent their value proposition, and use salespeople as the foot soldiers in an assault to overtake competitors who are “stuck” in recession paralysis. Others will have a strategy built by default, selling the way they always have while encouraging their sales staffs to work and sell harder.

These survey results, as well as the advice offered with it will, I hope, will encourage you to stop thinking of the recession as merely a time of slower sales and start thinking of it as a unique and temporary window of opportunity. Instead of viewing the recession as just a sales problem, see it as a time of strategic opportunity, when investments of time and energy can result in significant long-term gains.

This survey uncovered surprisingly low levels of strategic sales behavior. Organizations that develop a recession selling strategy will be the ones turning the recession into a sales opportunity.
Josh Gordon
President, Selling 2.0
www.selling2.com

ABOUT THE AUTHOR
Josh Gordon is president of Selling 2.0, where he helps sales organizations sell faster with research-based training and consulting services.

Gordon is the author of four books on the subject of selling, including Presentations That Change Minds and Selling 2.0. He is an internationally recognized speaker who has appeared on CNN, CNBC, National Public Radio, The Fortune Business Report, Wall Street Journal TV, and WCBS Radio. His books have been translated for publication in Germany, China, Korea, and Taiwan.

Prior to starting Selling 2.0, he successfully sold media in New York City for over 20 years. Josh blogs at www.SalesTrainingBlog.com, and will be hosting The Customer Collective’s “Selling Through a Slump” forum.

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