The strategy of proving to the prospect that your solutions are better than the competition’s may not work, because demand may evaporate in hard times.  A better step: creating demand.

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Scaled back your inventory levels during the recession? Well done. Here’s why it could end up costing you now. More…

Ask any sales person or marketer if he or she is ready for economic recovery and you’ll hear a resounding “yes.” But ask if his or her company is ready to take full advantage of a sudden spike in demand due to recovery and, well … More…