What I'm Up Against for the 2nd Half of 2024

Short blog tonight or maybe a log blog..., we'll see.

The first half of 2024 was awesome since I was above quota for revenue and on par for net new business. However, June took a severe toll on my opportunities. Where I typically handle about 25 opportunities per month, this dwindled to maybe 10 legit opportunities for July, with many others stalling. You could say the writing was on the wall for the second half of the year.

Usually, I would look for possible lease upgrades over the next six months, relying on at least half a dozen or so coming to term shortly. I was surprised to see only six potential upgrades for the rest of the year! Frak, frak, and more frak, I thought. These are not going to cut it for me to finish where I need to be. I use the word "need" instead of "want" because wanting something is just that—it's okay if you don't get it. On the other hand, a need is something that must be done or addressed.

Often, we talk about changing things up, and in my case, I needed to change my approach. It’s not that my previous methods were unproductive or not gaining orders; rather, I had taken my eye off the ball regarding opportunities for the second half of the year.

Therefore, I’ve revised my daily activities to include two solid days in the field for prospecting only. This is in addition to appointments, phone calls, emails, and research. I cannot rest on my laurels and wait for things to happen—now it’s time to make things happen.

My last two days have been somewhat productive with garnering three opportunities.  Two for imaging and one for a content demo.  Just goes to show me that the business is out there, it's just that we have to find it.

The end result is that need to rely on net new business to get what I need.  Yes, net new is the hardest task to tackle in our industry.  In most cases you will lose more than you win with net new.  I need to focus on at least 30-40 stops for those to days, in addition I need to focus on cold calls that could result in higher revenue sales.  It's not going to be easier, but I relish the opportunity to make things happen!

-=Good Selling=-