Gerhard Gschwandtner… Now you say it: “Gerhard Gschwandtner…” I’ve seen his video podcasts—he pronounces just like it’s spelled. Anyway, here’ s his intriguing list of ideas from “How to Sell in a Down Economy” off of BNET:
- Go on the offensive
- Select better targets
- Don’t lower prices
- Focus on the customer
- Send the CEO out to sell
- Improve everything
Now, I’m not about to tell the CEO what to do, but it would appear that an SKM Program (btw, it’s walking and talking now and has the cutest shock of red hair!!) takes a pretty fair crack at numbers 1, 4, and 6. And if you can lower the time costs of proposal creation, then 2 sort of takes care of itself (okay, a little).