Sales Culture Radio

In this episode I share how small businesses survived the Great Recession in 2007 to 2009.  Everything came down to playing offense vs defense.  Enjoy The businesses we surveyed weathered the Great Recession by adhering to one of two overarching approaches: Promotion focus: They made primarily offensive moves that provided upside benefits. Prevention focus: They made primarily defensive moves to avoid losses and minimize downside risks. Among our sample, businesses leaned slightly toward offensive (e.g., expansion) over defensive (aggressive cost-cutting) strategies. HBR Roaring Out Recession: https://bit.ly/2KxnYjO Prevention-focused companies, which make primarily defensive moves and are more concerned than their rivals with avoiding losses and minimizing downside risks. Promotion-focused companies, which invest more in offensive moves that provide upside benefits than their peers do Pragmatic companies, which combine defensive and offensive moves. Progressive companies, which deploy the optim