A recession is coming. That seems unavoidable. How big it will be is under debate, but we don’t care. Any recession is painful, even if it’s shallow and short. Start integrating sales and marketing now! What does that mean? Make your sales and marketing...
I know the word seems like an odd choice, but that’s really what you’re going for with your customers – especially during a recession. You need to know about their lives, their pains, and the opportunities you can create that will keep revenue coming into your...
The Four Reactions to Economic Downturns by B2B Companies #4 #4 – Progressive Companies These companies will create and optimise both offensive and defensive responses to a recession. They use data, intimate knowledge of their customers, and...
The Four Reactions to Economic Downturns by B2B Companies #3 – Pragmatic This is a company that deploys both offensive and defensive strategies in a recession. The issue with a pragmatic company in this context is that the moves are often...
The Four Reactions to Economic Downturns by B2B Companies#1 – Prevention-focused This is the type of company that “circles the wagons…” They take defensive action to avoid losses and reduce risk. While this is an instinctive move, it’s one...
The Four Reactions to Economic Downturns by B2B Companies #2 – Promotion-focused These firms are seeking ways to take advantage of the recession. This can mean taking offensive moves to find the strengths and weaknesses that need to be enhanced or...
