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Leading Sales Teams Through Uncertainty

What works for selling in times of economic expansion is not what works for selling in times of crisis. In addition, between 25% and 50% of the sales professionals in US companies never had to sell during an economic downturn... and thus, ready experience on dealing with selling in crisis is not abundant. This Harvard Business Review article on leading sales teams through uncertain times describes three principles that were useful during the 2001 crisis.

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