Know Your Target Market
If you don't understand your target market, no amount of new selling techniques will be successful. Look closely at your current customers. Do you want more of the same? Or, do you need to go after new markets. Explore new opportunities and be creative here. You might find a whole new source of customers that you never expected.
Get Close with Business Influencers
The more you get to know the movers and shakers in your community - be it local or global, the more likely you'll be the first to learn about new sales opportunities. Networking with business influencers and end decision makers is a very smart investment of your time.
Develop a Marketing and PR Plan
Sales do not exist in a vacuum. Without communicating your company message, who will know that you're out there? A slowing economy is exactly when you need to be beefing up your marketing and public relations strategies and programs to support your sales initiatives. Like the old adage goes - it takes money to make money. Well, a little investment in spreading the word about what you can offer is certainly a good use of your funds.
Sales is a Process
Finally, sales should always be considered a stream of activity, instead of a solo event. A steady flow of developing leads, making sales, and many in the middle of the sales process should be happening at any particular time. There should never be a series of starts and stops.