{"id":2010,"date":"2009-05-05T10:15:00","date_gmt":"2009-05-05T15:15:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/bite-sized-selling\/"},"modified":"2009-05-05T10:05:11","modified_gmt":"2009-05-05T15:05:11","slug":"bite-sized-selling","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/bite-sized-selling\/","title":{"rendered":"Bite-Sized Selling"},"content":{"rendered":"<p>I have come across many articles recently that promote selling tips in this recession.\u00a0 One <em>common<\/em> thread runs through all of them \u2013 chase smaller deals.\u00a0 Here is an example from Inc.com &#8211; <a href=\"http:\/\/www.inc.com\/ss\/5-tips-selling-service-now?partner=rss#1\" target=\"_blank\">5 Tips for Selling a Service Now:<\/a><\/p>\n<blockquote><p>\u201cThe big change for us in 2009 is that we are more flexible on minimum amount of an engagement that we\u2019ll pursue,\u201d says Gay Gaddis, the founder and CEO of T3, an Austin-based advertising and marketing agency that specializes in digital media. In years past, her firm only went after client engagements that were worth between $1.5 million and $2 million. Now, \u201csome larger clients are breaking RFPs into smaller amounts,\u201d Gaddis says, prompting T3 to pursue accounts in the $500,000-to-$1 million range. The company, which had $300 million in capitalized billings in 2008, is still selective, however: \u201cWe won\u2019t take just any piece of business,\u201d Gaddis says. \u201cWe really want to work with large and midsize companies that are making digital marketing really central to what they do.\u201d<\/p><\/blockquote>\n<p>As a sales manager, this approach is counter-intuitive during booming economic times.\u00a0 I could launch on RFP-based selling (really is quote writing), but I will refrain for the purpose of this post.<\/p>\n<p>Right now we are seeing most companies pursue smaller deals as a means to survive the present economy.\u00a0 It is a wise pursuit in that it will help keep people working, some cash flowing and new business developing.<\/p>\n<p>However, the caveat in the pull quote is this \u2013 don\u2019t pursue <em>every<\/em> piece of business.\u00a0 Some deals, no matter how desperate, are not worth pursuing.\u00a0 Many salespeople will chase a bad deal in a recession for the simple purpose of looking busy.\u00a0 Forecasts are the means for monitoring effort and focus.\u00a0 Each prospect should be discussed in detail to ensure that the salespeople are targeting the proper small deals.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I have come across many articles recently that promote selling tips in this recession.\u00a0 One common thread runs through all of them \u2013 chase smaller deals.\u00a0 Here is an example from Inc.com &#8211; 5 Tips for Selling a Service Now: \u201cThe big change for us in 2009 is that we are more flexible on minimum amount of an engagement that we\u2019ll pursue,\u201d says Gay Gaddis, the founder and CEO of T3, an Austin-based advertising and marketing agency that specializes in digital media. In years past, her firm only went after client engagements that were worth between $1.5 million and $2 million. Now, \u201csome larger clients are breaking RFPs into smaller&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/05\/bite-sized-selling\/\">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":[49,4,9],"tags":[267,209,1236,1750,142,305,1313],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-wq","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2010"}],"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=2010"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2010\/revisions"}],"predecessor-version":[{"id":2011,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2010\/revisions\/2011"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2010"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2010"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2010"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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