While we're not expecting you to put each of these twelve strategies to work, we're hoping that a few might stimulate your thinking as you make your plans for 2010, a year which may be brighter than 2009 but still with its complications:
1. Change your value proposition to suit the times - Customers need to see very strong value props.
2. Adjust your packaging and/or price point - You might still be using a pricing strategy that made sense in early 2008 but doesn't suit today's environment.
3. Go for market share - Market share is cheap right now. Do what's necessary to gain adoption and win over new customers/use cases, even if it means chasing smaller deals that can grow later on.
4. Hire your competitors' top sales performers - they could be frustrated.
5. Focus on the pipeline - Work each deal to its fullest and find ways to win back those that have dropped out.
6. Google Adwords are cheaper now - So use them.
7. Shift more resources to sales - Do the math to see if more feet on the street will pay off.
8. Get new sales team members up to speed in half the time - Makes sense to figure out what slows this down.
9. Get support and engineering teams in front of more customers - It's amazing how effective this can be at winning over new use cases.
10. Sell more to your installed base- Heck, they like you already.
11. Go Vertical - Gives you the ability to develop stronger value propositions and to partner with other vendors to offer more complete solutions for your customers.
12. Track Discounting - It's an early indicator as to whether demand is strengthening or softening.
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