“Far too many businesses are operating in a false sense of security as we approach an economic slowdown.” I recently shared this comment in a keynote address for an industry trade conference that resulted in several discussions after I left the stage . As we speak with business owners, we often hear things like…. We have created some strong sales momentum this year… Our sales are breaking records… We have such a big backlog even if the economy slows down, we will not see a decrease in revenues until next October… We do not need any sales training; we can’t keep up with orders today… What makes this economic slowdown unique is the supply chain constraints we experienced prior to the economic slowdown. Based upon our voice of customer research, we identified a current behavior in response to the supply chain issues: Order more than what Could you have a “Pig in your Pipeline? By Mark Allen Roberts
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