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Leading companies are building stronger, more reliable, and recession-proof pipelines.


When times get crazy. When there is uncertainty in business.

When the markets take us on a roller coaster ride. When the world seems to be mired in chaos.

We get a lots of phone calls from unnerved executives looking for answers.

The most frequent question they ask is: What are the best organizations doing right now?

They’re looking for peace of mind and insight into what they should be doing to not only survive, but to thrive.

Because we consult with and deliver training for companies of all sizes, across most industries, we have a unique window into the best practices that are enable top companies to crush it – even in turbulent times.

Here are five of those best practices:

  1. Leading companies focus on fundamentals.

    The basics always win. Ultra-high performing salespeople have mastered sales skills in prospecting, time management, account development, and  negotiation. Because they have dedicated themselves to practicing the fundamentals, they can weather any storm and actually grow in difficult environments. When salespeople and companies panic, they take their eyes off of the fundamentals and let hysteria take control.  In doing so, they make mistakes and take short cuts that always comes back to bite them.

  2. Leading companies train ahead.

    Top companies double down on training and sales enablement projects. They know that if they can capture more market share when competitors have their heads in the sand, they win. It’s like putting more money into the stock market at the dips in the cycle. In the end, you’ll make more because you made a wise investment. Leading companies are hiring us now conduct sales training workshops to ensure that their sales teams are tuned up and ready to take advantage of their competitors’ malaise.

  3. Leading companies, and their leaders in particular, ratchet up the heat in turbulent times.

    Instead of pulling back and playing defense, leading companies are putting the pedal to the metal and challenging their organizations to grow. They are energizing their sales teams to stay focused, get on the phones, and build strong, recession-proof pipelines.

  4. Leading companies place a stronger emphasis on delivering outcomes.

    Because there could be a tightening in the market, most average companies will try to compete at the transactional level. They throw a bunch of stuff against the “sales” wall in the hope that something sticks. Leading companies are focusing on solving problems and delivering measurable business outcomes. This allows them to rise about the noise, protect margins, and take market share.

  5. Leading companies leverage their strengths and address their weaknesses.

    Top companies turn what they do well into rocket fuel and focus on getting even BETTER. At the same time, they look at what they don’t do so well, and instead of ignoring it, they do something about it. What they don’t do is hide, stay put, or wait things out. Leading companies take action.

Great companies play both offense and defense.

They do not let their environment dictate their success and they take control of their own destiny.

About the author

Keith Lubner

Keith Lubner

Keith Lubner is Chief Strategy Officer at Sales Gravy and acts as an advisor,…

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