Blog Archives

Recession, What Recession?

Recession, What Recession? On average, Customer-Centric Organizations have grown 30% since 2008.  An obvious question is “Why”.  Let us cite five reasons: 1)      Customer-Centric Organizations have built an infrastructure, which is nimble and responsive to market conditions. Their reliance on

Posted in Recession

Don’t Blame the Recession

A downturn is no time to be faint of heart. Instead, experience shows that those B2B firms that fare the best in queasy times are those that take specific initiatives. Here are a few suggestions: Boost your lead-gen efforts. Implementing even simple

Posted in Recession

When Cutting Costs Is Not the Answer

Drucker firmly believed that layoffs are not the only, and often not the best, solution to difficult economic times The layoff announcements are mounting by the day: 50,000 at Citigroup, 12,000 at AT&T, 6,000 at Sun Microsystems, 2,500 at DuPont,

Posted in Recession

Are You Trying to Escape of Survive?

Surviving or Escaping? This is a discussion I’ve been having with a lot of my friends in online lead gen and B2B sales. The survival attitude is definitely in the air. My theory? That is the number one killer of

Posted in Recession

Managing Through a Downturn

“Reality dictates that business turnarounds require economic rebounds,” says John Baldoni in a post at Harvard Business Online. “No leader can tweak his operation into success; you need customers to buy what you offer. But if you do not improve

Posted in Recession

Selling is Different in a Downturn

Sales techniques that succeed in a strong economy can work against you in a weak one. The reason is that buyers’ motivations are different in growth periods (expansion, corporate growth and hiring) than they are in a downturn (saving money

Posted in Recession

Navigate These Waters with Care

I’d like to challenge the conventional wisdom that those who maintain a robust marketing budget are more likely to power their company through the recession. Massive consumer-based brands such as BMW, Dell, and Wal-Mart are so tied to marketing as

Posted in Recession

Make Sure You Justify That Spending

If you’re planning a project that will move your company forward during this downturn but might appear more optional than necessary to your employees, consider how the City of Newport Beach, CA recently addressed constituent concerns regarding the projected $100-million

Posted in Recession

Are You Paranoid Enough?

As the economy shows signs of an upturn, it may be OK to breathe a slight sigh of relief. But only a slight one. This story from the past will illustrate why. In 1983, with prime interest rates above 20

Posted in Recession

B2B Marketing during a Recession

Should B2B marketers change their strategies during a recession? Does a recession always mean marketers have to work even harder to find ways to do more with less? Can a recession create opportunity for smart marketers to grow and thrive?

Posted in Recession