Making a Killing in a Recession
Sales Gravy
MARCH 30, 2009
Dean's company, high tech privately owned, sees their revenues growing this year by 20%+ and they project to hit upwards of $300M. How is that possible in a down market?
March, 2009
40 
Presenting - Making Your Case
Sales Gravy
MARCH 29, 2009
Most sales people fail to make the presentation about the other person and use a lot of "I" or "me" or "we" language. But your customer doesn't care about you. They want you to talk about them.
The Sales Creep - Sneaking Up on a Close
Sales Gravy
MARCH 8, 2009
In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think about it and get
The Upside of a Down Market 10 Reasons Why a Recession is Good for Selling
Sales Gravy
MARCH 8, 2009
The key to success during a downturn, aside from surviving, is to further entrench yourself with your existing client base and at the same time look for ways to penetrate and position your product in your competitor's backyard.
2024, The Year of the Customer
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
The Probability Gene - Nothing Happens Until Something Moves
Sales Gravy
MARCH 6, 2009
Age has taught me not to argue, but to accept and respect the opinions and decisions of others no matter how misguided I think they may be. Nonetheless, their obstinate disposition got me to thinking about why some people make money and others don't.
Recession Proofing Your Sales Force
Sales Gravy
MARCH 17, 2009
Many of my clients tell me that their sales team are made up of a bunch of service people or farmers.
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