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Sales are Probably Down if You Are Doing These Three Things...
Written by: Dave KurlanArticle Overview: "When your market isn't growing, it is not business as usual and holding your breath and hoping is not the right strategy." This according to Casey Coffman, my guest on...
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Sales are Probably Down if You Are Doing These Three Things...
"When your market isn't growing, it is not business as usual and holding your breath and hoping is not the right strategy." This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren't down.
Casey talked about the importance of confidence, courage and conviction, especially in this economy and he shed some light on CEO's who are still stuck in hunker down mode - paralyzed - not doing anything to reverse flat or declining revenues. He said, "Employees leave when they don't see a way they are going to win. If we do this we will win, versus, simply staying busy."
Coffman suggested that companies use this period to trim fat, hire, and retool a best in class sales force so that they can take advantage of being able to make changes that in good times they wouldn't be able to make, where in these times you must. He suggested new approaches, new systems, new strategies, new tactics. He suggested thinking six months out, and putting pressure on your process instead of your people.
Great advice from a great expert. Listen to the show here. Contact Casey here.
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Article Tags: casey, ceo, confidence, courage and conviction, economy, good times, holding your breath, six months, target
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Predict Sales Turnover Salesperson Selection Visual Pipeline |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Seth Godin: Star Fish v Long Tail
- Thanks for sharing, David. I always enjoy the interest it brings me when I read these types of things. Things that make you think to consider other possibilities, no matter how obvious they may seem.
Cheers,
Emma
Re: What is your biggest challenge? Today?
- The Big challenge i face many days, is the challenge to stay on schedule.
Things always pop up, like family plans and social gatherings.
I always end up procrastinating.
I've heard it's a very common situation, so does anyone have a resolution to that?
Franchisng
- This is a ll excellent information. I guess I am in a limbo about this. I have a great business that has the potential to be an a amazing franchise. But I am bogged down with the day to day work that franchising seems overwhelming. I also don't know if I actually want to take the risk to expand. Do you tamper with a model that works well? Things to think about! Anyone been in this situation?
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