Spring is coming. So is a recession. Both are inevitable. In preparation for inclement weather, you weather-proof your home. You get the resources you need to get through the harsh weather. The same can be said to prepare for the recession. It’s time to start recession-proofing your team.
This is easier said than done, right? How do you go about recession-proofing? We’ve already alluded to the economic buyer. Not sure who that is? Randy has written a great blog about the economic buyer (Read it here: https://spanthechasm.com/blog/the-secret-deal-killer-in-sales/). He discusses who they are and WHY their role is so vital to the sales process. In this week’s Monday Morning Pearl, Randy and Ken take it a step further. They discuss the EB, the ensuing recession, and how to manage the sales process with these two important factors.
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Randy writes too! Visit spanthechasm.com/blog to read about his insights into all things sales. Leaders are readers who drive sales success!