{"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_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],"tags":[267,209,1236,1750,142,305,1313],"class_list":["post-2010","post","type-post","status-publish","format-standard","hentry","category-economy","category-sales-management","category-sales-techniques","tag-sales-approach","tag-sales-focus","tag-sales-forecast","tag-sales-management","tag-sales-technique","tag-selling-in-a-recession","tag-size-of-sale"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-wq","jetpack-related-posts":[{"id":2518,"url":"http:\/\/selectmetrix.com\/blogs\/2012\/08\/5-tips-for-hiring-a-sales-manager\/","url_meta":{"origin":2010,"position":0},"title":"5 Tips For Hiring A Sales Manager","author":"Derrick Moe","date":"August 22, 2012","format":false,"excerpt":"This Selling Power article is a quick, solid read.\u00a0 The 5 tips are all on point with this one being my favorite: 2) Metrics without context. Your candidate noted that his or her team closed $2 million in sales last year. That's great. But what was the quota? What were\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":[]},{"id":1414,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/whats-hot-in-a-recession\/","url_meta":{"origin":2010,"position":1},"title":"What&#8217;s Hot In A Recession","author":"Derrick Moe","date":"February 11, 2008","format":false,"excerpt":"More stories are appearing that address \"recession-proof jobs\" in response to our slowing economy.\u00a0 Timely titles for sure, but one position is always recession-proof and that is sales; specifically successful sales. Case in point, Job Hunting in a Recession from The Wall Street Journal: Target critical posts. \"The safest jobs\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":2439,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/10\/selling-through-cycles\/","url_meta":{"origin":2010,"position":2},"title":"Selling Through Cycles","author":"Derrick Moe","date":"October 8, 2010","format":false,"excerpt":"A thought I had about sales approaches based on economic conditions: Booming Economy \u2013 Salespeople should focus their message (value proposition) on efficiency and velocity.\u00a0 Their solution should essentially provide an improvement in productivity. Recessionary Economy \u2013 Salespeople should focus their message on reducing waste\/improving profits.\u00a0 Their solution should provide\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1881,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/small-time\/","url_meta":{"origin":2010,"position":3},"title":"Small Time","author":"Derrick Moe","date":"February 4, 2009","format":false,"excerpt":"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\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2008,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/04\/what-sells-in-a-recession\/","url_meta":{"origin":2010,"position":4},"title":"What Sells In A Recession","author":"Derrick Moe","date":"April 27, 2009","format":false,"excerpt":"Here is an interesting story from abcnews.com - What Do iPhones and Designer Jeans Have in Common?\u00a0 The answer is found in the subheading - They Keep Selling, Even in Recession. Here is a list from the article in regards to hot-selling products during this recession: The iPhone Designer jeans\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":422,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/go-for-no\/","url_meta":{"origin":2010,"position":5},"title":"Go For No","author":"Derrick Moe","date":"November 7, 2006","format":false,"excerpt":"We are fans of Jeff Thull's approach to selling as we commented in a post from this past summer. Now Thull has a new article in the latest SMT enewsletter - The Science and Art of Go For The No Selling. I recommend you read the entire article, but here\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2010","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=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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