{"id":1772,"date":"2020-09-01T08:00:59","date_gmt":"2020-09-01T12:00:59","guid":{"rendered":"https:\/\/innovosales.wpengine.com\/?p=1772"},"modified":"2023-04-06T20:22:27","modified_gmt":"2023-04-07T00:22:27","slug":"what-changes-do-you-need-to-make","status":"publish","type":"post","link":"https:\/\/innovosales.com\/blog\/what-changes-do-you-need-to-make\/","title":{"rendered":"What Changes Do You Need To Make?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1772\" class=\"elementor elementor-1772\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8b3f698 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8b3f698\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3e277e7\" data-id=\"3e277e7\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c6ba48e elementor-widget elementor-widget-video\" data-id=\"c6ba48e\" data-element_type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;vimeo&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<iframe class=\"elementor-video-iframe\" allowfullscreen allow=\"clipboard-write\" title=\"vimeo Video Player\" src=\"https:\/\/player.vimeo.com\/video\/453357025?color&amp;autopause=0&amp;loop=0&amp;muted=0&amp;title=0&amp;portrait=0&amp;byline=0&amp;h=5967c0ba94#t=\"><\/iframe>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6876d86 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6876d86\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-181f67e\" data-id=\"181f67e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e6389b2 elementor-widget elementor-widget-heading\" data-id=\"e6389b2\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">New Thinking<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-be2dbc8 elementor-widget elementor-widget-text-editor\" data-id=\"be2dbc8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Whatever activities we did to get a new client in the past, we&#8217;re going to have to increase the volume of that activity to get the same new customer, right?<\/p><p><span style=\"font-size: 1em;\">For many of us, the Total Addressable Market has shrunk these days. So there&#8217;s fewer prospects out there. But there&#8217;s the same amount of us&#8230;at least for now! So it&#8217;s going to take more effort.<\/span><\/p><p>I have a question for you. What things do you need to change? Our marketplaces change dramatically, not just with COVID.\u00a0<\/p><p>If you look at the digital revolution or last several years, the way we approach the market, how we penetrate into client accounts, how we get traction in newer markets, has become much more complex. Though, it has also become much more efficient.\u00a0<\/p><p>The real thing that we need to take a look at out of the gate is:<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9f9ebd8 elementor-widget elementor-widget-text-editor\" data-id=\"9f9ebd8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p style=\"text-align: center;\">What is our go-to-market plan?<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9875737 elementor-widget elementor-widget-text-editor\" data-id=\"9875737\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>That go to market plan is going to define where we&#8217;re going. Then, it&#8217;s a function of the tactics and technology and people to get that penetration we&#8217;re going after.<\/p><p>Here are just two examples of companies that we work with, what happened to them, and most importantly, what they did to optimize their situation and direction.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-516e1ec elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"516e1ec\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-470d745\" data-id=\"470d745\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-304f444 elementor-widget elementor-widget-heading\" data-id=\"304f444\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">New Markets<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-12d340c elementor-widget elementor-widget-text-editor\" data-id=\"12d340c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Here\u2019s a quick example where a company was able to identify segments that were growing, and where competitors were struggling.<\/p><p>One of our clients is a franchise company that focuses on three areas: hotels (obviously, not a good one these days!), public gyms, (also not a really not a good one these days). And, finally, they focus on large apartment complexes.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-358f202 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"358f202\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-013cb84\" data-id=\"013cb84\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-89773e4 elementor-widget elementor-widget-image\" data-id=\"89773e4\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"600\" height=\"360\" src=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/hotel_entrance_600-1.jpg\" class=\"attachment-large size-large wp-image-1775\" alt=\"\" srcset=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/hotel_entrance_600-1.jpg 600w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/hotel_entrance_600-1-300x180.jpg 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-1c89115\" data-id=\"1c89115\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6e3edd1 elementor-widget elementor-widget-image\" data-id=\"6e3edd1\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"600\" height=\"360\" src=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/gym_600-1.jpg\" class=\"attachment-large size-large wp-image-1777\" alt=\"\" srcset=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/gym_600-1.jpg 600w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/gym_600-1-300x180.jpg 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-b44c650\" data-id=\"b44c650\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-51467b6 elementor-widget elementor-widget-image\" data-id=\"51467b6\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"600\" height=\"360\" src=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/apartments_600-1.jpg\" class=\"attachment-large size-large wp-image-1776\" alt=\"\" srcset=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/apartments_600-1.jpg 600w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/apartments_600-1-300x180.jpg 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-386a822 elementor-widget elementor-widget-text-editor\" data-id=\"386a822\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>They saw their sales drop significantly almost immediately. We had to take a look at the market and address:<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-80c349d elementor-align-left elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"80c349d\" data-element_type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">What are the realities?<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Where's the possible growth? <\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Where can we direct our time and attention? <\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a445420 elementor-widget elementor-widget-text-editor\" data-id=\"a445420\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Keep in mind that in this case their franchisees were not salespeople, and they didn&#8217;t have salespeople on staff. They were just regular folks who bought into the program and are now trying to grow their business from there.<\/p><p>So instead of focusing on gym businesses, we actually looked at the home market. With everything being closed, people still wanted to workout but had no place to go. So they&#8217;re pulling their old equipment out of the closet, and trying to get it fixed up and ready to use. They were also buying new higher end equipment as well so they could work out at home.<\/p><p>Because this company already had a core competency in fixing and maintaining gym equipment, we noticed the number of phone queries from consumers rising. It was a good sign, but it was more of a B2C opportunity than the B2B opportunities they usually pursue.<\/p><p>But we turned up the volume on the Google AdWords, which can be effective for marketing to the home segment. Sales didn\u2019t immediately boomerang, but at least they stopped declining. Lately, they&#8217;ve actually started leveling off and are starting to go back up. <\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-524e574 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"524e574\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2c66369\" data-id=\"2c66369\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cceb7d6 elementor-widget elementor-widget-heading\" data-id=\"cceb7d6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">New Advantages<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8bc838d elementor-widget elementor-widget-text-editor\" data-id=\"8bc838d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Another example is a client we have that is a contract manufacturer in the medical device industry. They typically sell to large medical device OEM companies.<\/p><p>Due to the current situation, they noticed that two of their main competitors were struggling to get products out to their customers due to supply chain issues. Fortunately, my client was not experiencing the same challenges, so we got intentional about it and created an action plan.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e50b987 elementor-widget elementor-widget-image\" data-id=\"e50b987\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"139\" src=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/supply-chain_1200-1024x139.jpg\" class=\"attachment-large size-large wp-image-1780\" alt=\"\" srcset=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/supply-chain_1200-1024x139.jpg 1024w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/supply-chain_1200-300x41.jpg 300w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/supply-chain_1200-768x104.jpg 768w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/08\/supply-chain_1200.jpg 1200w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c8bccf2 elementor-widget elementor-widget-text-editor\" data-id=\"c8bccf2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>We had them approach their competitor\u2019s existing customers. We let them know that we had had capacity, we didn\u2019t have supply chain issues, and we\u2019d love to earn their business.<\/p><p>This was a successful strategy. After a few months, the quote request pipeline increased by $5.1 million.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4e7dee4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4e7dee4\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7ec135f\" data-id=\"7ec135f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-04a4ea6 elementor-widget elementor-widget-heading\" data-id=\"04a4ea6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Conclusion<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cd14ab6 elementor-widget elementor-widget-text-editor\" data-id=\"cd14ab6\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Give some thought to your own company, and your target market:<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f3efdf5 elementor-align-left elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"f3efdf5\" data-element_type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">What <strong>new way of thinking<\/strong> can open up opportunities you had not considered before?<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">What <strong>new markets<\/strong> might have emerged amongst all these changes?<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">What <strong>new competitive advantages<\/strong> may have opened up for you?<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-574d33b elementor-widget elementor-widget-text-editor\" data-id=\"574d33b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">You, too, may be in a situation where unless you change, you will suffer the consequences. Ask yourself&#8230;<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ecd52ba elementor-widget elementor-widget-text-editor\" data-id=\"ecd52ba\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>What changes do you need to make to be successful?<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>New Thinking Whatever activities we did to get a new client in the past, we&#8217;re going to have to increase the volume of that activity to get the same new customer, right? For many of us, the Total Addressable Market has shrunk these days. So there&#8217;s fewer prospects out there. But there&#8217;s the same amount &#8230; <a title=\"What Changes Do You Need To Make?\" class=\"read-more\" href=\"https:\/\/innovosales.com\/blog\/what-changes-do-you-need-to-make\/\" aria-label=\"Read more about What Changes Do You Need To Make?\">Read more<\/a><\/p>\n","protected":false},"author":3,"featured_media":1806,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>What Changes Do You Need To Make? - Innovo<\/title>\n<meta name=\"description\" content=\"Here are just two examples of companies that made the needed changes. 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