{"id":1928,"date":"2009-03-05T07:44:00","date_gmt":"2009-03-05T13:44:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/down-25\/"},"modified":"2009-03-05T07:03:34","modified_gmt":"2009-03-05T13:03:34","slug":"down-25","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/down-25\/","title":{"rendered":"Down 25%"},"content":{"rendered":"<p>That is the number I continue to hear from salespeople in a variety of markets when I ask them how are sales?\u00a0 That is a staggering number when you think about it.\u00a0 Unfortunately, those are the times we live in for now.<\/p>\n<p>I continue to believe that the best method for offsetting this decrease is to go take business from your competition.\u00a0 Who are their top customers?\u00a0 Those accounts must always be your top prospects in any economy.<\/p>\n<p>In today\u2019s economy, I believe it will be difficult to persuade companies to invest in new purchases.\u00a0 However, if they are currently buying from a competitor, salespeople need to unhook the business.\u00a0 The company has already committed to spending those dollars so the money issue is an easier qualification\/justification.<\/p>\n<p>If you are selling a new product or service to them, you best jump right into return on investment (ROI).\u00a0 Features and benefits selling will lead you right into tirekicking paradise without any closed deals.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>That is the number I continue to hear from salespeople in a variety of markets when I ask them how are sales?\u00a0 That is a staggering number when you think about it.\u00a0 Unfortunately, those are the times we live in for now. I continue to believe that the best method for offsetting this decrease is to go take business from your competition.\u00a0 Who are their top customers?\u00a0 Those accounts must always be your top prospects in any economy. In today\u2019s economy, I believe it will be difficult to persuade companies to invest in new purchases.\u00a0 However, if they are currently buying from a competitor, salespeople need to unhook the business.\u00a0&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/03\/down-25\/\">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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[49,4,9,5],"tags":[1235,1234,1236,142,273],"class_list":["post-1928","post","type-post","status-publish","format-standard","hentry","category-economy","category-sales-management","category-sales-techniques","category-trends","tag-current-sales","tag-sales-downturn","tag-sales-forecast","tag-sales-technique","tag-sales-trend"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-v6","jetpack-related-posts":[{"id":1868,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/a-filtering-economy\/","url_meta":{"origin":1928,"position":0},"title":"A Filtering Economy","author":"Derrick Moe","date":"January 26, 2009","format":false,"excerpt":"This economy is tough for everyone but especially for salespeople.\u00a0 Money is tight, companies are delaying decisions and jobs are on the line.\u00a0 Yet, through it all sales must continue\u2026and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1402,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-demand-for-salespeople\/","url_meta":{"origin":1928,"position":1},"title":"The Demand For Salespeople","author":"Derrick Moe","date":"February 5, 2008","format":false,"excerpt":"Salespeople, with strong skills, are always in demand in any economy.\u00a0 Certainly some sales opportunities have an ebb and flow tied to the current economic conditions, but those are mainly business-to-consumer positions.\u00a0 From that understanding comes a 2008 sales hiring outlook from Monster.com. First key graph: In 2008 as always,\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1663,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/first-round-cuts\/","url_meta":{"origin":1928,"position":2},"title":"First Round Cuts","author":"Derrick Moe","date":"July 16, 2008","format":false,"excerpt":"The frequency of layoffs has started to rise as the economy continues it's slow progression (no, it hasn't recessed).\u00a0 Up here in Minnesota we have experienced some large layoffs recently.\u00a0 But there is an interesting point in all of these layoffs when it comes to salespeople. Many times the underperformers\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2447,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/10\/roe-over-roi\/","url_meta":{"origin":1928,"position":3},"title":"ROE Over ROI","author":"Derrick Moe","date":"October 19, 2010","format":false,"excerpt":"Here is a somewhat ethereal concept I have been encountering in this present economy.\u00a0 It starts with this \u2013 return on investment (ROI).\u00a0 ROI has been the backbone of sales since time immortal.\u00a0 This is the basis of sales in that customers pay the money to receive the solution.\u00a0 As\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1970,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/the-enormous-forecast\/","url_meta":{"origin":1928,"position":4},"title":"The Enormous Forecast","author":"Derrick Moe","date":"March 20, 2009","format":false,"excerpt":"Shrinking revenue reports are the fear of most sales managers.\u00a0 This fear is further intensified during this economy.\u00a0 There are salespeople who are attempting to leverage this fear by submitting an inflated forecast.\u00a0 These salespeople provide forecasts that are filled with large deals that are welded to the 90 days\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1514,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/now-is-the-time\/","url_meta":{"origin":1928,"position":5},"title":"Now Is The Time","author":"Derrick Moe","date":"April 14, 2008","format":false,"excerpt":"We have been sourcing for a handful of sales positions around the country this past weekend and we are starting to see some potential movement of strong candidates.\u00a0 What I mean is that there is some contraction about to start among large sales forces.\u00a0 Some strong salespeople will be pushed\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1928","targetHints":{"allow":["GET"]}}],"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=1928"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1928\/revisions"}],"predecessor-version":[{"id":1929,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1928\/revisions\/1929"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1928"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1928"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1928"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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