Tuesday, January 27, 2009


We are hearing more and more of companies that are laying off large numbers of people. It isn't uncommon to hear of layoffs into the tens of thousands. Many times this causes a sales person to believe the worst - that the buying will stop. This isn't always the case.

When a company is going through a tough time and lays off part of the workforce, they need good suppliers even more. Many times the support staff that our customers work with are the ones that are impacted and that means they have to do more of the work. This gives us the opportunity to take some of that extra work and reduce the stress that our customers are experiencing.

Even in bad times there is opportunity. We just have to stay close to the customer and make sure we are there to reduce the pain they are experiencing.

Friday, January 23, 2009

How To Succeed

This morning I was reading an email from a consultant in California that explained the three excuses business people make for having a bad year.

1. The economy is bad.
2. Fewer people are buying.
3. I've tried everything and it's not making a difference.

He claims that 8 or 9 out of 10 business will struggle this year due to the recession. So instead of focusing on those companies, he is looking at the 1 or 2 out of 10 that are going to grow their top and bottom lines. His advice is to stay confident because customers can smell fear and to do more marketing to turn more prospects into clients.

This year we are increasing our marketing investment for that exact reason. The plan is to grow this year over last year and I see it being possible but not easy. We just have to keep monitoring ourselves so we don't repeat the three excuses, keep our heads up and go find new business.

Friday, January 9, 2009

Tough Start

It's been a tough start to the new year. That is what I am hearing all around. New unemployment numbers came out this morning and they were not going in the right direction. Being part of the business world, we are experiencing some of the same battles that most other companies are dealing with.

To combat the problem, we as a sales force spent part of our morning yesterday developing a list of 50 things that we can do ourselves to improve our outlook for this year. Most of what we brainstormed is not new or unique but it is needed for us to get through this period of recession as a strong and viable company.

The concept of brainstorming positive actions that can be taken to improve business is well within the scope of each of us that plans to have a good 2009. So take some time and create a list of positive actions.