Infocusselling’s Blog

July 2, 2009

Halftime

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 11:32 pm
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July means we are more than half through 2009. Amazing or not, it’s true. When sports teams go into the locker room at halftime, they regroup and rethink their second half strategy. Whether or not you like sports, we should learn from them and ask when you look at your first half performance, what do you need to change for the second half to win the 2009 game?

Good strategists look at offense and defense. Offense is what you are doing to get in touch with your target market and how you are actively converting prospects to customers. Your strategic change is what you are going to do differently to get in front of more prospects. What are you going to do differently to convert more prospects to clients? Look at your sales activity and identify the weak link. If you have more than one weak, pick the most important two aspects and address them. Don’t try to change more than two aspects of your sales process at one time. If you try to tackle too many things at one time in your sales process, you will most likely end up not doing any of them…and you will finish 2009 the same way you are at halftime.

Defense is what you do to protect your market from competitors. Are you losing projects that you should get? How and where are they beating you? What do you need to do to alter that balance? Just like changes to your offense, defensive strategy is to identify the one or two things that you need to do to re-position yourself so that you are in a stronger position relative to your competitor. Don’t try to change too many things or again, you’ll end up 2009 the same place you are at halftime.

Your game is sales and your goal is to sell the volume you projected in January. The good news is, no matter where you are today, you have the time to still win the game. Strategists, like winners, act, evaluate, adjust, move forward, and repeat the cycle. Be a strategist, be a winner.

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