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My first month It was September 2008 with a sales quota—not the best month to start a business for a 21-year-old cold-calling strangers and convincing them to buy $10,000 worth of software. The economy was in free fall, companies were laying off workers nationwide and all budgets were frozen.
Against all odds, I did pretty well. It’s enough to become a best seller worldwide (nearly 1,000) and break a 10-year record for most sales in a single year. why? After working on Obama’s first presidential campaign from 2006-2008, I had a new perspective on how to sell. Which works whether we are in a bear or bull market.
There is a great opportunity to increase income in a recession. But first, you have to fundamentally change your sales approach.
In a recession, money saved is worth more than money earned.
Here are some quick tips for founders and resellers to help keep SAAS revenue growing in these tough times.
Adjust your sales volume to the current market
When capital is cheap, growth is the primary target of all executives and investors. Over the past decade, capital has literally never been cheaper.
Everything has changed, though. Companies today cannot afford to spend more than they earn. That means your old sales pitch says, “We can help you grow faster than ever!” It should be changed. The new message that resonates is, “Make the most of your resources!” is that
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