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, t
