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June 2009
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TD Magazine

Selling in a Down Economy

During the big recession of the 1980s, McKinsey - the management consulting company I was working for - gave some great advice to their clients: pare back almost every corporate function except sales and marketing. General business opinion was on their side; Thomas Watson himself, the legendary chairman of IBM, was reputed to have said, "I would rather cut my throat than cut my salesforce." That was more than 30 years ago. Is the same advice good today?

The world has changed, and so h

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