Smarter Media Sales

What is Your Recession Sales Strategy? 
January 2009
This study broke new ground by documenting how US companies were treating the recession like a slow time of selling and not a time of strategic opportunity. The study was the first to document how the recession was moving sales organizations to use social media for sales prospecting like never before.

This study was sponsored by Oracle and published by the social media site, The Customer Collective. It quickly became a breakout success:  
- It became top downloaded "Financial Management" white paper, worldwide for several weeks, according to ZDNet (see left).
- Also rose to be the second most downloaded white paper, worldwide, in the "Cost Planning" category. 
- It was carried on most major business publication web sites, including Forbes, Business Week, Entrepreneur, Inc, Fast Company, Sales & Marketing Management, Internet Week, Information Age, Sales Management 2.0, and Smart BIZ . 
- In April, The Customer Collective was approached by Kraft Foods, asking permission to use this study for the sales training of their sales directors in 64 countries.

Gordon has done research for the following companies:

Manufactures:
Sony Electronics,  The Wiremold Company, Nikon, Maxell,  MCI, Axcera, Comarc, Telecast Fiber, Ai, Gould Shawmut, Dielectric  Communications, Miller Fund Head, MYAT, Ikegami, For-A Corp, ITS

Hi-Tech:
Oracle, Avid Technologies, NeuStar, Drastic Technologies, Digital Graphix,

Social Media companies:
Social Media Today, The Customer Collective,The Energy Collective,

Digital media:
Digital Signage Update 

Magazines: 
Selling Power, Presentations, Technologies for Worship, Expo, Broadcast Engineering, millimeter Magazine, Point of Purchase, CEE News

Pharmaceutical:
DePuy Spine- a division of Johnson&Johnson

Associations:
American Business Media, National Association of Publishers Representatives