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Selling Strategies for a Tough Economy, Part 6

Tactical Adjustments For Tough Economic Conditions

(This article originally published in the Global Services Oct 2008 issue

Consider outsourcing certain sales activities.  Companies which outsource certain sales or marketing activities do so for the same reasons many other functions are outsourced – cost reduction, acceleration of results, and the benefits of performance-based agreements.   Circumstances when sales outsourcing can make sense include:

·         Entering new markets, geographies or customer segments

·         Creating or exploring indirect sales channels

·         Mentoring new sales leaders and business development teams

·         Supplementing existing sales, business development or solution teams


Under the right circumstances, outsourcing sales or market development is a very efficient, productive approach to quickly developing new sales opportunities and may be an option for some outsourcers to explore.

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