Fighting Back
jjosephson 2008-05-01 08:37:45.0

Now that everyone agrees we're in a recession, the question arises as to what to do about it. We published a White Paper on the subject that you can find here, but what is the "short and sweet" message for sales?

Except in healthcare, energy, education and agriculture/food, we have seen a distinct fall-off in corporate spending initiatives, particularly for IT, but also raw materials and commodities, capital equipment and facilities, and discretionary spending. So if you're selling into the financial, service or manufacturing sectors, what do you do?

Well, the answer is: Increase your prospecting budget a lot, but just don't expect immediate results. In cases where clients have increased their prospecting efforts, we are running into two things: First, no one else is showing up. That is, competitors seem to have backed off, if not completely abandoned the field. They all seem to have cut their prospecting activities - probably to focus on managing current accounts. But when we talk to a prospect on behalf of a client, we seem to be the only one attending the party.

Second, everyone we talk to seems to say the same thing. They all want to talk. They want to initiate a relationship, and get to know about your solution, so that when things pick up again - and they all think things will pick up again - they can do something.

Certainly there are going to be big shifts as we come out of the recession, and winners and losers for the long term. But positioning for the future is CRITICAL right now! (Arguably, that will determine who the winners and losers are.) If you wait until things turn around to start making contact, you will be out of the game. And that's what everyone is telling us.

voice mail hell
jasperrowland 2008-04-26 20:26:32.0

dm wallace asks an interesting question. I have worked B2B for thousands of calls now. When I'm against that wall I look for someone, anyone, live. Making light of it I explain I'm lost "in the Bermuda Triangle of voice mails, my ship is in distress and can you please help me". People love to help. It works.