Check out another great article from DemandGen Report (and not just because I’m quoted) on how B2B marketers should adapt their demand generation strategy to the new economic climate. Key takeaways:
* Focus media strategy on finding the people who are buying now
* Craft offers that mitigate risk for the responder
* Focus your message on how to solve problems, not why to buy product
* Empathize with the audience and adapt your offers accordingly
* Identify and address the issues behind longer sales cycles
* Make the most of the leads you have
* Avoid “buy now” offers and cast a wider net
* Align marketing strategies with buyer “personas”
These takeaways are great for sales organizations in 2009 as well, just just marketing. Great stuff!