182: Actions Sales Leaders Need to Take in a Recession

Steven Benson, Founder and CEO of Badger Maps, joins Sarah Hicks on the Predictable Revenue podcast to talk about what sales leaders should be doing to empower their reps and their business during a down economy. 

Highlights include: The challenges sales leaders need to overcome in a bad economy that they probably aren’t thinking about already (5:55), protecting your margins (8:23), to discount or not to discount (11:14), necessary changes to sales leader behavior (12:34), changes to KPIs (15:56), coaching your reps (20:37), changing your messaging and the way you position your value (25:20), and how to leverage your existing customer relationships (41:59).

 

SHOW NOTES:

George McGehrin’s recession-proof business model: 

How George McGehrin gets his clients to pay HIM to market to them

Bill Wooditch’s advice for fighting the fear during a recession: How fear of uncertainty is holding us back (and why it shouldn’t)

Aaron’s message: You’re going to be okay

Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – Outside Sales Talk with Chris VossHow Nick Cegelski builds relationships with every decision-maker in a complex remote sale: Deal Mechanics: How to Work (And Close) 3x The Deals