In recession times, creativity and responsibility are the key areas to put efforts on. I completely agree that marketing and sales efforts are necessary and indispensable tools to be used during dificult periods.
However, it is necessary to adopt an intelligent approach to marketing and sales. To identify and recognize your most profitable and most potential profitable customers is the first step. The second one, would be to talk to those customers and to gather important information to be used as a basis for changing processes, communication and relationship that would increase customer loyalty, cross selling or upselling.
Retain those important customers is crucial to maintain your turnover and boost opportunities.
Fabio
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