In the midst of a global crisis, adjusting your sales approach is key to not just surviving but thriving.
Every company started 2020 with a plan—in many cases a well-thought-out and carefully crafted blueprint outlining expected progress on a month-by-month basis, complete with year-end targets for revenue, employees, products, clients and profitability.
Those business plans were created in Q4 2019, a quarter that started with the continuation of the greatest period of economic expansion and stock market growth in history. It finished in December with increased rumblings about a possible looming recession and returning bear market, all underpinned by a growing threat spreading across Asia: a novel coronavirus.
What kinds of questions were company leaders asking during that last quarter of 2019 when those 2020 plans were being put together? Even with a few concerns on the horizon, the outlook was still fairly positive in Q4 2019. The themes were ones
