Is it really all Doom & Gloom?

Cut-backs, staff lay-offs, budgets frozen, it's all doom & gloom right?

If you work in B2B sales - particularly SaaS/Tech/IT - you have 2 choices right now...

1) Listen to the news, and agree things are bad to justify why sales aren't happening for you

2) Don't pay too much attention to the news, and decide that any negative stories about the economy do not have a direct impact on you

If you are closer to number 1, your sales potential will become infected.

You will develop confirmation bias.

When asked why a prospect has dropped out of your pipeline, you'll probably respond with:

"Well the economy is suffering - budgets are frozen."

Whereas, behaving closer to number 2 will tend to do the following:

- You double down on the fundamentals & develop water-tight business cases with your prospects

- You work out, through your questioning, that the cost of inaction is far greater than the cost of your service

- You carefully prepare all of your sales meetings and skilfully run them to get to the truth of your prospect's situation

- By doing this those previously 'frozen' budgets everyone is harping on about suddenly begin to thaw out

Summed up perfectly by Warren Buffett:

“Only when the tide goes out do you learn who has been swimming naked.”