2009 is finally here. I distinctly remember thinking as a child, “Will I be around when we finally hit 2000?” As we begin the year I am changing the format of my newsletter. In 2008 I set up my blog, started a weekly podcast, and have continued to grow the newsletter audience. Whether you subscribe to all three or some subset, my goal is to deliver different types of information in each one as follows:

The (almost) Daily Blog: Sound bites, mixed with ideas, commentary, and selling technique. I established this forum, after more than five years of sales workshops, to provide up to date information that parallels the concepts of my sales classes. When using Asset Focused Sales techniques it’s important to have relevant sound bites, and this is the place to find them. Make sure you subscribe to the RSS feed for this. Sign up at http://profitprogram.wordpress.com/

Weekly Podcast: This is a growing online community of sales and management professionals that are looking to continue the learning process started in either my book, a presentation they’ve attended, or a sales workshop. It’s focused on selling using the concepts taught in my Value Proposition® and Making Money with Security® workshops. http://dstelzl.podbean.com/ (use the premium content subscription button on the right)

The (almost) Monthly Newsletter: With blog technology, monthly seems far too slow. However, there are higher level trends and strategies that can be put out monthly, along with opportunities, updates on learning materials, and other important announcements. http://www.stelzl.us/concepts2008.asp

Books and CDs: My goal is to continue making other learning resources available through writings and recordings. This will allow people to take information with them after a seminar or to access sound information without having to travel. www.stelzl.us/store.asp

Cutbacks are a natural reaction to economic recession. In business, the concept of being reactive generally brings negative results so here are some things business owners must keep in mind…

• The large manufacturing partners have drastically cut back on business development funding – shortsighted perhaps, when resellers are largely unable to stimulate new clients through traditional sales efforts such as cold calling. Some level of funding is needed to get the word out. Don’t be fooled into thinking you can stop marketing just because funding isn’t available

• Across the board cuts are inevitable, but think before you act. It helps to consider where your business is really coming from and what administrative or back end processes are making it possible.

• Sales people are often the last ones cut. Instead, we see benches of highly skilled consultants leaving due to low utilization rates. This is a mistake – find the talent in every area and retain it whatever the cost. When things bounce back you’ll need them.

• Recurring revenue is the answer to financial stability. Value proposition is sold through consulting, assessments, and analysis. Start with value and drive through to stability.

Market yourself. I am always amused when, after emailing an introduction to someone in the IT consulting business, they respond rudely, accusing me of spamming. Meanwhile I know, having been in this business for over 20 years, they are bearing down on their sales team to contact everyone and anyone through email lists, call blitzes and any other conceivable means to stimulate new business...the funny part of this is that I don't email anyone unless I've been referred or they've signed up for something at one of my seminars. If something irritates you, look first in the mirror to see why. Chances are you’ll see a trend.