Which Sales Strategy Wins the Game of Sales – Offense or Defensive?

It doesn’t matter what sport championship we are watching, strategies are being mapped by each team playing. Who do you think will win the championship? My belief is that a good defense always beats the offense. However, if we asked the same question about sales, what would be the answer? Is it better to have a strong offensive strategy? Does a defensive strategy make more sense? These are questions we’ll be looking at in this article.

Why the Defense Sales Strategy Wins

Defensive strategic sales teams win! I have witnessed business growth where there was virtually no proactive marketing, such as promotional mailings and outside sales contact. Yet the business was maintaining sales growth. Certainly there are possible factors helping them like image, reputation, location or very little competition. However, in all cases, my final analysis came back to the defensive strategy applied. Although these businesses didn’t exercise an offensive strategy that appeared to make any real impact, they were creating an army of satisfied clients with their service. They usually had a great follow-up program when a customer engaged them. They thanked their clients so well that the customer base felt like family. They held their customers as cherished possessions and it showed.

Establishing an army of satisfied customers is a good thing. Holding on to them is what the defensive goal should be. What defensive businesses had in common was special. They really knew their customers personally and regularly sent thank you notes. When they finished a project with a client, they always asked for feedback on how they could improve. They were fanatic about getting out quotes and following up on requests.

The results of this defensive posture are that customers rave about them to their friends and associates. This is why a great defensive posture works. You might say this is a defensive and offensive strategy and you are right. The results can be increased significantly when the business asks for referrals. It can skyrocket when the business rewards or recognizes customers for referrals. This strategy only wins when customer service is outstanding and fanatical. This defensive strategy protects the business from losing good clients and the referrals multiply new customers dramatically.

Why the Offense Sales Strategy Wins

Offensive strategic sales teams win! I’ve witnessed outstanding success with sales programs where a strategic sales plan is mapped out and followed with precision and it always wins. The challenge is that these situations are rare. The important factor is that a strategic sales and marketing plan is in place. In these situations, the business knows and understands their marketplace including the competition. They understand their strength and weakness and really understand how and where to find new prospects.

The offensive strategy wins when they follow a proven sales process and don’t let good prospects drop from their pipeline. They steal clients from competitors that don’t have a good defensive strategy. Business statistics indicate that 10% to 15% of business is lost each year to aggressive competitors. The offensive business wins when it gains more yardage than it loses. So, they have to be really aggressive to win.

Why the Balanced Team Always Wins!

When a business applies superior offensive and defensive sales strategy, it always wins! The question to ask ourselves is, do we have a balanced up-to-date, proven, mapped out offense and defensive sales strategy? If your balanced, you will WIN!

What is Business Development Strategy?

Having a business means thinking about how you can further develop it in order to serve your customers well and maintain long-term stability. We all know that business is a world of competition, and without a good business development strategy, you might just find yourself out of the race for survival in the world of economy. A starting venture or even large scale venture must have a very good business development strategy in order to stay on top of the competition. There are a lot of things needed to be learned and done once you are in the business world.

A business man developing a good strategy is like an athlete that makes preparations before the competition, and thinks about what to do during the competition. The athlete makes sure that his or her mind and body are in great shape and in top form before the competition begins. The same should be true for a good business.

A good business development strategy keeps a your company updated with everything. It helps the management think of ways to be financially stable. Of course, most business is all about financial matters. And having financial stability is a must for a business. How can you come up with a new product or strategy if you are not financially stable? There might be some ways wherein you will be able to solve the problem, but chances are, it will take you a lot of time, and, in a competition, every second counts. Being financially secure can assure the business of stability, good performance, and innovations. It is also necessary for making renovations and new product creations or services. This is the reason why business firms look for the best accountant available that would take care of the accounting tasks.

A good business development strategy helps businesses to learn about the latest trend and helps to keep business within the latest trends through constant market research and marketing analysis. It also helps a business rise above the competition. A good business development strategy helps a business come up with important ideas that are needed for business productivity and proper business management. Without a business development strategy, business firms or companies will not be able to find ways in order to survive the competition that they are in, leading to improper business management and.

Growth Strategies for Businesses

Growing your business can be a difficult and often frustrating process. No matter how talented, experienced, or proficient you are as a leader, business development may be draining your energy, funds, and desire to achieve the original plans you had for your company. Yet growing your business is a critical step in maximizing your company’s potential and in revenue enhancement. So how do you achieve success? You need a growth strategy.

Business type may dictate growth strategies. Service businesses are certainly different from product businesses in terms of strategies. And obviously globalization strategies are different than local strategies. Yet, devising the correct strategy is important for the expansion of any business.

Here are a few ideas that would cross over any business type, industry or size.

* LEVERAGING. Every business should be looking for ways to leverage every thing they do in multiple ways. The question to ask yourself before beginning anything – be it a new service, a product offering, or an innovative idea – is how else you might be able to leverage it. If you are creating a new service, what else can you do to utilize this new service? Can you offer to speak at conferences or write an article about the service? Does it offer opportunities for joint ventures with others? Can you productize the service in some way? Everything you do or create has the opportunity to be leveraged in multiple ways if you think creatively.

* RELATIONSHIP-BUILDING. Relationships are key to growth. You must build high trust relationships with everyone – clients, vendors, colleagues, alliances – absolutely everyone who deals with your business in any way, shape or form. The more people who know you, who understand your ethics and values, how you work and what they can expect from you, the greater your chances of these people referring business. Your ability to ask for referrals and get them is also increased. Often we think of those high trust relationships as being with clients or perhaps staff. Yet the truth is that relationship-building crosses over into all facets of your business.

* CLARITY. You need clear job descriptions and understandable metrics for all staff. Sounds silly right – how can this grow the business? But the clearer these pieces are the greater productivity you will have. Increased performance leads to growth.

* INFRASTRUCTURE. Building an infrastructure is often discussed yet rarely handled. Your infrastructure will includes budgets, planning and other piece of business involved with creating and maintaining the foundational parts of your company. Many business owners and leaders overlook this critically important aspect of doing business. How do you know where you are going if you don’t plan for it? And if you are off track how do you figure out where you’ve gone wrong if you don’t plan?

* LEARNING. Become a learning organization. You want to find the lesson in everything. Every success and also each action or move that didn’t work out quite as anticipated. Just because your marketing initiative was successful this time doesn’t mean it will be the next time. Take the time to analyze what made something work well, or not so well. If everyone in the company is taught how to analyze and learn from what they are doing, success and growth are the outcome.

Growth strategies are essential to a company’s success. But only those companies that produce products and services that sell in the market will succeed. And only those products and services that are marketed and put into action skillfully will sell in the market. They sell because you have covered your groundwork. You’ve built strong relationships. Effective communication is essential within your company. You’ve put a well-built infrastructure in place. You’ve leveraged everything you do. You know the answers to the basic questions that determine the success of any business. You know who you are, what you are doing, which is your market, who is the potential client, and you know the challenges that keep your clients up at night. All that remains is to provide your clients with solutions that will work for them. That is, after all, what a growth strategy is.