Don’t panic—here’s how to get your phones actually ringing again.
It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.
Sales leaders: Lead generation must be your primary focus. Companies that take action, win. There’s no time to waste.
Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008:
“It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.”
What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items. Ouch. They take an internal focus,
