Executive Roundtable: How to accelerate sales in a downturn
In April 2009 SfS hosted an Executive Roundtable workshop, bringing together over 30 business leaders from industries such as communications, finance and energy. The topic `How to accelerate sales in a downturn` sparked significant debate.
Attendees ranging from business owners to senior salespeople, from start-ups to multinational corporations debated the issue of increasing sales in a recession focusing on five topic areas: customers, propositions, people, partners and process.
The discussion forum, punctuated with short speeches from industry experts, allowed business executives to share experiences and views on the theme and generated many interesting ideas.
The top 5 recommendations for selling in a downturn are:
- Be your own toughest critic - test your business case to destruction, before the customer`s CFO does
- Make sure salespeople have the information they need to attract the attention of, and win over each board member
- Involve salespeople in initiatives to adapt to the economic climate - salespeople are a good `reality test`
- Understand your partner`s organisation and work directly with their salespeople - do not get hidden behind a partner management organisation
- Go back to basics: the most important success factor is good execution of basic sales process
To access many more recommendations read the full report of the event here.
The event was highly valued by those that attended. All attendees agreed that the workshop was a valuable use of their time and that they would recommend it to their colleagues. A Managing Director from a major global IT services company said `there was good interaction and input from varied individuals.` Whilst a Sales VP from a leading network planning software provider commented `it was good to reactivate ones `sales buds`, a great networking event.` The CEO of a well established Wide Area Network specialist summed up the event: `Interesting discussion, interesting attendees.`
Perhaps most tellingly all attendees at this year`s discussion forum are keen to attend the next Solutions for Sales event so please email if you too would like to have the opportunity to take part.