Jeffrey Fox is one of my top five favorite business authors of all time. He writes books that are interesting, a quick read and serve as a concise plan on how to launch and maximize better sales and marketing strategies.
For example, in the content below, Jeffrey points out one of the top things business owners can do to thrive in recessionary times.
Jeffrey advises us to:
Arm your sales force. Invest in your rainmakers and up-and-coming rainmakers. Find and shape new rainmakers.
Give your rainmakers the means to flourish in this tough marketplace.
Give your rainmakers the best tools.
Train them to dollarize the values of your products and services, to sell money not features, especially when your customers are behaving more frugally than ever.
Teach them to pre-call plan, to do in depth needs analysis, and to ask customers for commitments that lead to orders.
Every share point your salesperson gains today will help your company survive. Every share point your sales force gains today will be worth much more when markets rebound.
Be sure to check out the many excellent books Jeffrey has written when you visit his Web site at
I highly recommend, How to Become a Rainmaker, How to Become a Marketing Superstar and How to Make Big Money in Your Own Small Business.