Chris Brinkworth

The "Five To One" recession rule of sales Stanley Marcus Jr. had a great mind for both customer service and sales. In late 2000, as the dotcom bubble started to burst and advertisers started to cut budgets, I talked with Mr. Marcus about our sales challenges. He offered me a simple rule of thumb that changed my outlook (and later my sales life). Call it the Five To One rule of prospecting and sales. Simply put, if your market is cut back by 10%, you'll have to work 50% harder (five times market contraction) to achieve the same level of sales you did when the market was strong.
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