Bullish Behavior in a Bear Economy

The stress of a contracting economy on a company often sidetracks the focus of a marketing or sales team. Several studies have concluded that marketing or sales executives may even seek out negative information to reinforce doubts about their ability to generate sales in a tough economic climate. The worry and anxiety often creates a downward spiral that ultimately creates self fulfilling prophecies: “If the economy is bad, then we will not be able to produce sales!” Though a contracting economy may affect some sales, smart companies use the time to build an infrastructure that actually creates bullish behavior in a bear economy. A sales infrastructure includes a Customer Relationship Management (CRM) system that incorporates best practices that will improve sales. Besides eliminating the negative noise, there are many reasons to focus on a building a sales infrastructure: well defined marketing campaigns bring in a greater number of prospects; CRM configurable routing rules eliminate lost leads; improved customer tracking creates improves retention; up-sell and cross-sell opportunities become available; and intelligent reporting provides creates visibility into new opportunities. A sales infrastructure not only eliminates naysayers, but enables bullish behavior in a bear economy that ultimately results in better sales!Bullish Behavior in a Bear Economy

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About Cameron Ackbury, CPA

Founding Director at DaggerFoil Group
This entry was posted in Best Practices and tagged . Bookmark the permalink.

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