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ARTICLE · 01 MARCH 2024

The Discount Effect: How It Holds Back Salesforce Effectiveness

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Downward economic pressure is not abating: weak demand and falling revenue is feeding into multiple sectors across the major economies.

United KingdomStrategy
Andrea Bonato
Andrea Bonato
Akshay Jaganade
Akshay Jaganade
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Downward economic pressure is not abating: weak demand and falling revenue is feeding into multiple sectors across the major economies.

The Bank of England's Agents' Q3 summary of business conditions found that "economic activity remained subdued, and there were growing concerns about the outlook" in both B2C and B2B sectors. At the ECB, September indicators were pointing towards stagnation into the end of 2023, while in the US, where third quarter growth remained strong, the Federal Reserve said tight financial and credit conditions were expected to weigh on economic activity in November.

In these conditions, it is tough to win new business, and companies are understandably reviewing salesforce effectiveness to generate more revenue.

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