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Articles and files available for download.
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The current global recession is testing the most talented and seasoned executives to eke out growth amidst the worst economic downturn since the Great Depression. Gripped by insecurity about the future, corporate leaders are moving quickly to insulate their companies from the combined forces of tight credit markets, lower consumer spending and the paralysis of uncertainty.Acrobat (.pdf)
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When sales are down, management often responds by urging the sales force to "move your feet faster." Although the directive might not include those exact words (it could be a demand for more proposals or sales calls or...), the underlying message is the same: "Do even more of what you've been doing." Unfortunately, this attempt to increase sales is usually ineffective at best. Frequently, it just further frustrates an already downtrodden sales force...Download the rest of the article below.Acrobat (.pdf)
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No, this isn’t a Pollyanna article trying to paint a rosy picture of what truly is a dismal business climate. Today’s economy is tough and that’s that. But you know as well as the next person that the key to business success is a vigilant effort – no matter how hopeless things look – to discover and pursue new opportunities for growth. Fortunately, there actually is a business opportunity lurking behind the otherwise depressing economic indicators.Acrobat (.pdf)
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It is often said that good marketing makes products easy to sell. Although this adage correctly identifies the critical connection between sales and marketing, it is an oversimplification. Good marketing analyzes information from a wide range of functions across the enterprise and devises strategies that may touch on any or all of these areas. Sales are just one of many business activities on their "radar screen." Download the rest of the article.Acrobat (.pdf)
