During recessions, companies must change their sales approach. They should focus on innovating to help customers and ideating new sales tools and techniques. The sales process involves specifically identifying audiences, sending tailored communications, making follow up calls, and qualifying and closing opportunities. Tracking analytics at each step ensures the system is effective at generating new account sales. In summary, companies should innovate ideas to help customers, develop a web-based sales system to promote them, and measure results to continuously improve outreach during difficult economic times.

1. How to sell more During recessionary times… Gary Deines, President of NoosMedia, Inc. Boston, Massachusetts

2. Recession Selling Recession selling is different. The idea that sold well during good economic times, will not sell as well during a recession. Therefore, change how and what you sell. Think – What can you do to help Customers in these times?

3. A Smarter Method As selling system engineers, we think in terms of linking the following: Innovation Ideation Interaction Impact We call this the four eyes.

4. 1. Innovate Your company has a lot and does a lot. There are many ways that you can serve. What now sells best, to whom? How can you tell the story in a way that is compelling today? Think outside the box

5. 2. Ideate Now that you have a better message, for these times, what tools and techniques are now needed? Define & document a system. All ideas, from the big-to-small and first-to-last, must be linked. All tools must be designed to exactly fit the selling step.

6. 3. Interact Selling new accounts is a stepwise process. A specific audience is identified. An email sent, with idea attachment. Follow-up call is made (to open door). First visit to research op and qualify. Then propose and close. What is your division of labor?

7. 4. Impact Selling System Analytics: Importance of need times, Number of transaction minus, Quality of competition equals, New Account Sales “ Every sale is made or lost on the pre-planned intelligence.”

8. In Sum In sum: innovate and then web activate. This means to come up with a new idea, for a targeted audience, that can be web sold. If you would like me to help you define a recession orientated, new account selling system, then contact Woody. He will coordinate the activity.