I'm happy to introduce Tom's first post. I had the pleasure of working with Tom both at Oracle when he was building out its application sales organization and then again when he was on my board of advisers at Nimblefish. Tom is a leading expert in target marketing strategy, sales models, value pricing strategies, negotiation and just plain old selling! He is one of the very few software folks who has driven over $1BB of software sales and he has done it through all kinds of economies so his thoughts on selling in this recession are particularly interesting.
Seven Changes to Make on a Rainy Day
You bet. It's time to buckle up. Change the way you do things. Take advantage of what you have and start improving your bottom line today. Polish the car and get it serviced instead of buying a new one. Paint the house instead of moving. Focus on local festivals instead of traveling to new continents. In other words, take this time to re-examine what's real today. Fix it. Make it better. Benefit from it.
If you are in business today you have customers, real live people who depend on your product to get their work done. You have a market that works. It may be soft, but you know that it works. Under normal conditions the organizations in those markets need your solution. So why not take this time to capitalize on your existing customers and re-sell into your market? Polish your organization. Re-paint your product. Focus on your market. Stay home.