The economic environment is always changing, shifting. Just look at the past few months as examples. We have gone from rapid growth and a flourishing economy to one that is in doubt. Some even say a recession is likely, which will put added stress on the sales process.

Added to this is the shift in how salespeople approach prospects. Gone are the days of visiting current and potential clients with an armful of donuts and sitting at a conference table and chatting about what solutions the salesperson has. The strategy now must include tightening up the sales agenda and focusing on techniques that work. Everyone is busy and many now work remotely, abandoning the office setting. What those strategies include are topics David Kahle discusses in this episode of Straight Talk!, an ISSA program.

Don't miss the previous episode about "How to Boost the Power of Your Wholesale Distribution Sales Team":

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