My first month with a gross sales quota was September 2008 — not the most effective month for a 21-year-old to begin his profession by chilly calling strangers and convincing them to purchase a $10,000 piece of software program. The economic system was in free fall, firms have been slashing workforces nationwide and all budgets have been frozen.
Towards all odds, I ended up doing effectively. Nicely sufficient to be the most effective salesperson globally (out of almost 1,000) and breaking the 10-year file for many gross sales in a single yr. How? After engaged on the primary Obama presidential marketing campaign from 2006-2008, I had a recent perspective on the right way to promote. One which works no matter whether or not we’re in a bear or bull market.
There’s large alternative in a recession for rising income. However first, you must basically change the way in which you strategy gross sales.
In a downturn, cash saved is price much more than cash earned.
Listed below are some fast suggestions for founders and salespeople to assist maintain SAAS income rising throughout these harder instances.
Adapt your gross sales pitch to the present market
When capital is affordable, development is the first metric all executives and traders goal. For the final decade, capital has actually by no means been cheaper.
All that has modified, although. In the present day, firms are unable to spend greater than they make. That signifies that your previous gross sales pitch of “We may help you develop sooner than ever!” should change, too. The brand new message that can resonate is, “Let’s get extra out of your present sources!”