Selling Through an Economic Downturn

September 14, 2022 – October 5, 2022 | Virtual | Applications due September 1, 2022

Wednesdays from 1:00 pm – 2:30 pm ET

Designed for Analyst and Associate Members

Open to all Members




Included in Membership

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Salespeople have been through one of the largest bull runs in world history over the last 13 years. As the market has entered tough times for some industries, it is mission critical for salespeople to understand how to sell in a downturn.

This four-week course will help you win deals in a downturn by understanding what your prospects are focused on, keeping you in the right mindset, and aligning your priorities with your prospects’ must-haves.


The award-winning sales leaders who will design and teach the course curriculum

Leader Box James Gross

James Gross

Co-founder, Variance

Leader Box Josh Roth

Josh Roth

VP of Commercial Sales, Lob

Leader Box Larry Long Jr

Larry Long Jr

CEO, LLJR Enterprises

Leader Box Tom Boccard

Tom Boccard

SVP Sales, GlobalData Plc



Selling Through An Economic Downturn is a course designed and led by award-winning sales leaders Josh Roth, Larry Long Jr, Tom Boccard, and James Gross.

This four-week course starts September 14 and will teach AEs and sales leaders how to continue to win deals and drive revenue through micro-campaigns, adapting your sales methodology, data-driven decision making, and mindset development.

Who Should Enroll

This course will be most impactful for AEs, SDRs, and Sales Managers who are Analyst or Associate Pavilion Members. But, this course is open to ALL Membership levels – so any executive interested in this course can (and should!) enroll.


By the end of this course, you will be equipped with the knowledge and skills to:

  • Maintain your deal velocity and close rate, and hit your quota during an economic downturn
  • Drive prospect engagement and pipeline in the face of market headwinds
  • Increase your confidence in pivoting and managing up to help your team and company
  • Improve your mindset and leverage positivity as a superpower
Why Enroll

We are undoubtedly entering a period of economic uncertainty, with markets in a downturn, companies laying off employees to maximize runway, and only 40% of leaders feeling positive about company performance (source: Pavilion July Pulse Survey).

While much of this is out of your control, there are things you can do to prepare yourself to navigate these challenging times – while continuing to win deals and drive revenue. This course is led by award-winning sales leaders who have weathered economic storms and are sharing their secrets to persevering when the odds are stacked against you.


Session #1
Motivation, Mindset & Perspective

September 14, 2022

By the end of this class, you will be able to:

  • Find your internal motivation & inspiration…and ultimately, transformation
  • Channel and share daily motivation with others
  • Leverage mindset and positivity as your superpower
  • Develop a greater understanding of the power of Intentionality and choice
Session #2
The Power of Micro-Campaigns

September 21, 2022

By the end of this class, you will be able to:

  • Get intentional with territory mapping
  • Run multiple campaigns to optimize and test messaging based on data
  • Pivot without panicking while managing up to help your team and company
  • Create deal momentum when opps enter your pipeline
Session #3
Adapting Your Methodology for a Downturn

September 28, 2022

By the end of this class, you will be able to:

  • Identify what your customer is focused on: paint points, challenges, and opportunities
  • Select and employ appropriate resources to best identify your prospective customer’s focus
  • Communicate the alignment of your product/service and their focus
Session #4
Leveraging Data for Success

October 5, 2022

By the end of this class, you will be able to:

  • Create a data-driven qualification model
  • Identify product qualified leads for proof of value motions
  • Identify expansion qualified leads to drive momentum and upsells with customers




Included in Membership

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