ISBM Pulse: uncertainty

  • Category

  • Topics

All Archives by Month
shaking hands

Leading Sales Teams Through Uncertainty

What works for selling in times of economic expansion is not what works for selling in times of crisis. In addition, between 25% and 50% of the sales professionals in US companies never had to sell during an economic downturn… and thus, ready experience on dealing with selling in crisis is not abundant. This Harvard Business Review article on leading sales teams through uncertain times describes three principles that were useful during the 2001 crisis.

origami pig

Winning Strategies for B2B Marketers Facing Tough (Or Even Easy) Times

During turbulent times when you’re not sure what to do, it helps to remember that this won’t last forever. Step back from the anxiety with action. Gather your data and your teams and prepare to come out on the other side in a stronger position. ISBM B2B Pulse brings you timely (timeless) advice from Director Emeritus, Dr. Gary Lilien. In his article ‘Winning Strategies fro B2B Marketers Facing Tough (Or Even Easy) TImes’, Gary Lilien describes three actions that firms will likely take to come out of this crisis healthier than before.

ISBM Marketing in Uncertain Times_front_Page_01

ISBM Thoughtleadership: Marketing in Uncertain Times

In partnership with EMM Group, the corporate ISBM partner has put together the attached tutorial on how marketers should revisit their plans and rapidly assess the major shifts occurring in your marketplace. As marketers, you are well positioned to exert your value and help shape the near-term direction of your firm. The tutorial references several valuable tools assembled into a toolkit that can be sent to you upon your request. In order to receive the toolkit, respond as instructed in this tutorial.