It's of great concern to me to see some organisations adjusting to "tough economic times" by "trimming costs".
If we accept that selling involves helping customers solve their problems - then this should be the time of immense opportunity!
Trimming costs won't cut it - we're about to release a "Sales Blueprint for Tough Economic Times" - now is the time for targeted sales and marketing investment. Indeed - research such as that just carried out by IDC (and summarised below) indicates that (a) we all need to do things differently to whatever worked last year (b) we need to increase our investment in sales and marketing.
If you'd like a copy of the sales blueprint when it's released just let me know - in the mean time this IDC summary (that I first came across at Lee Levitt's blog) makes for very interesting reading.....
My favourite quote
Companies that significantly reduce their sales and marketing investments will be gone by mid 2010
Posted by: Oscar Trimboli | March 19, 2009 at 07:52 AM