Selling Through an Economic Downturn

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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.


James Gross, Co-founder of Variance

James Gross

Co-founder, Variance

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Josh Roth, VP of Commercial Sales, Lob

Josh Roth

VP of Commercial Sales, Lob

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 Larry Long Jr, CEO of LLJR Enterprises

Larry Long Jr

CEO, LLJR Enterprises

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Tom Boccard, SVP Sales of GlobalData Plc

Tom Boccard

SVP Sales, GlobalData Plc

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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.

Why 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


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


Frequently Asked Questions

Applications are currently closed.

Due to the length of this course, there will be no cohorts.

After successfully meeting attendance requirements, you will receive a certificate of completion for this course/school.

This is an elective course offered to all Pavilion Members. Individual Members can enroll in this course at a discounted rate of $499, normally $949. Teams Members (our corporate members) have this course included in their cost of membership.

Pavilion is proud to offer over 35 courses led by award-winning instructors as part of our core curriculum, all included in the cost of Pavilion Membership. An individual course of this caliber would cost $2-5k+, and we’re able to offer all Core courses within the cost of Pavilion Membership.

As we continue to expand our course offerings, we are adding Electives to our offerings which we make available to Pavilion Members at a discounted rate. We are confident that Pavilion remains one of the most impactful investments you can make for your career.

At this time, this course is open to Pavilion Members only. Apply to join Pavilion to enroll in this course.

Applications are currently closed.

Applications are currently closed.

No, there is no final exam at the end of this course.

Yes, 100% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience, but watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.

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