Whatever your industry, your customers are most likely delaying projects and looking for ways to cut costs. At the same time, it is becoming more challenging to develop new business as companies scale back expenditures and use competitive bidding processes to get better deals from suppliers. This is a good time to take stock of the relationship-building capabilities of your team.

Are current relationships strong enough to withstand the destructive pressures of today’s tough economic environment? Do your salespeople know how to leverage personal assets and the assets of your company to “competitor proof” their customer relationships? To build enduring … Read the rest

In a challenging economic climate, you may be finding that prospective customers are strongly focused on downsizing and cost cutting rather than on expanding their business or acquiring the latest new product features. Companies that may have been in growth mode last year are putting projects on hold, reducing capital budgets, and paying renewed attention to cash management.

In the face of retrenchment, it is increasingly costly and time-consuming to develop new business. Now, more than ever, it makes sense to keep your existing customers close and invest in expanding business with companies that are already buying from you. But … Read the rest