Successful sales organizations weather tough times with thoughtful initiatives, skilled salespeople, and healthy client relationships.

Are We There Yet?
If not, it sure feels like it. Housing is so bad that your mortgage is upside down. Credit is so tight that you can't borrow a garden hoe. The dollar is so weak that a pint in London sets you back a day's pay.

So, is it a "technical recession"? Who cares, really, because for reasons of their own, customers and prospects are sitting on their checkbooks.

And what's the impact on you of this excruciating state of suspended compensation?

• Sales cycles longer than the River Nile.
• Client conversations that move smoothly from price, to price, and finally on to price.
• Formerly friendly clients who won't give you an Altoid.
• And, of course, the invasion of the tirekickers.

You say you've done everything obvious and nothing works?

Maybe it's time to narrow your focus.