{"id":1881,"date":"2009-02-04T08:43:00","date_gmt":"2009-02-04T14:43:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/small-time\/"},"modified":"2009-02-04T06:44:31","modified_gmt":"2009-02-04T12:44:31","slug":"small-time","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/small-time\/","title":{"rendered":"Small Time"},"content":{"rendered":"

Interesting article from Selling Power\u2019s sales management newsletter \u2013 Think Small<\/a>.\u00a0 Here is the opening set-up for the article:<\/p>\n

Yet in times like these, the Big Deal is more difficult than ever, if not impossible, to come by. That’s why Small is the new Big. Find ways to close smaller deals and take on smaller projects than you might have considered in the past. By doing so, you’re not settling for less; rather, you’re taking a more achievable step toward a potentially lucrative, long-term relationship with a customer.<\/p><\/blockquote>\n

I agree.\u00a0 Downturns are an opportunistic time to establish a relationship with a large company.\u00a0 I take the same approach \u2013 any port in a storm.\u00a0 The good news is that prospects do have more time right now and are more receptive to contact.\u00a0 Right now, small deals help keep companies afloat.<\/p>\n

The suggestions from the article (my editing):<\/p>\n

    \n
  1. Smaller deals are easier to negotiate and close.<\/strong> They take less time, are typically less problem-ridden, and they allow you to ease into a relationship. And when a deal takes less time to close, you have a better chance of getting in the door before changes in the players or situation occurs.<\/li>\n
  2. Smaller deals are less risky.<\/strong> They’re less risky to the buyer because they involve a smaller investment and give buyers a chance to reap a tangible benefit before making a larger investment. And they’re less risky to the seller because they allow you to focus on delivering better results with fewer resources.<\/li>\n
  3. A smaller deal can secure irreversible steps toward a bigger deal. <\/strong>If your goal is ultimately a large, multi-year contract, small steps can get you there faster and more securely. On the way, you learn how to work with the other side and you’ll get their full support based on your proven success.<\/li>\n
  4. A smaller deal can reduce disclosure requirements. <\/strong>If public companies are involved, a large negotiation might require unhelpful and premature disclosures, whereas a smaller deal can keep it under the radar.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

    Interesting article from Selling Power\u2019s sales management newsletter \u2013 Think Small.\u00a0 Here is the opening set-up for the article: Yet in times like these, the Big Deal is more difficult than ever, if not impossible, to come by. That’s why Small is the new Big. Find ways to close smaller deals and take on smaller projects than you might have considered in the past. By doing so, you’re not settling for less; rather, you’re taking a more achievable step toward a potentially lucrative, long-term relationship with a customer. I agree.\u00a0 Downturns are an opportunistic time to establish a relationship with a large company.\u00a0 I take the same approach \u2013 any… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[9],"tags":[1188,1186,1187],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ul","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1881"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1881"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1881\/revisions"}],"predecessor-version":[{"id":1882,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1881\/revisions\/1882"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1881"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1881"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1881"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}