Have you had a run of lousy sales luck? In sales, bad luck appears in multiple facets: a sales slump, blown presentation, supply issues, canceled orders, customer silence, or becoming the customer’s emotional punching bag. It’s depleting and frustrating. Many outsiders wonder, “Who on earth would want to be in sales?” Selling is a wonderful,… Read More 

On April 20, 2010, the Deepwater Horizon oil rig exploded, killing eleven people and releasing oil into the ocean off the coast of Louisiana. It took nearly 90 days to seal off the well and stop the flow of oil. This event was the largest marine oil spill in the history of the petroleum industry…. Read More 

J. J. Watt is one of the most dominant players in the National Football League…when he is healthy. Watt’s career has been riddled with injuries: 2015—season-ending injury, multiple torn muscles 2016—season-ending injury, herniated disc 2017—season-ending injury, fractured leg 2019—missed 8 games, torn pectoral muscle Despite this extensive list of injuries, Watt stays positive and embraces… Read More 

“The manager has just one business. His equation tells him that if he prices a little too low, it’s not that serious. But if he prices too high, he sees himself screwing up the only thing in his life. And no one knows what raising prices will do. For the manager, it’s all Russian roulette…someone… Read More 

Having started two successful businesses during recessions and having learned how to sell in a tough commodity market, I feel uniquely qualified to write on selling in tough times and tough markets. The United States government defines tough times as two consecutive quarters of negative economic growth. On a personal level, you know when things… Read More 

On a recent webinar I asked a group of salespeople, “How are you managing the current situation?” The general consensus…“I’ve lost my sense of control.” At some level, we can all relate to this sentiment. We’re all losing some of our control, and it’s driving us crazy! There is one thing we fear more than… Read More 

Leadership is critical in tough times because employees take their lead from their leaders. Forty-seven percent of executives say that communicating and motivating are the most important thing they can do in tough times. Leaders incite others to act. They provide the momentum for employees to execute. Leaders guide with their heads and their hearts…. Read More 

Do you ever get the feeling that things are going too well? Unemployment is dropping. Consumer confidence is rising. The economy is humming along. Business is good, if not great! The next recession is probably the last thing on your mind. Not to be a downer, but there are economic indicators that show a slowdown… Read More 

Doing business in tough times requires a tough attitude. Half of the battle is in your head, and the other half is on the streets. Customers will object to price—that’s what they do. First, they test your price; next, they test your resolve. Being prepared to sell in tough times is the mental game of… Read More 

Based on years of research, we’ve identified the biggest and costliest mistakes that salespeople make in tough times and tough markets. Understanding these mistakes will give you an edge in your market. Salespeople reduce face-to-face calling by 38 percent According to a purchasing management study, during recessions, salespeople call on customers at 62 percent the… Read More