{"id":746,"date":"2007-03-12T15:48:42","date_gmt":"2007-03-12T20:48:42","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/qualifying-or-responding\/"},"modified":"2007-03-12T15:48:26","modified_gmt":"2007-03-12T20:48:26","slug":"qualifying-or-responding","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/qualifying-or-responding\/","title":{"rendered":"Qualifying or Responding"},"content":{"rendered":"<p>Managesmarter.com offers a short article regarding <a target=\"_blank\" href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/sales\/e3if3e6682542f98d1c9973ef5ae56eddb7\">Best Sales Practices of 2007<\/a> that contains a stellar piece of sales advice:<\/p>\n<blockquote><p>&#8220;The dictum of &#8216;No RFP shall go unanswered&#8217; is not a good idea,&#8221; says Sam Reese, CEO of sales training firm Miller Heiman. Because of the time, energy and money involved in responding to an RFP, &#8220;If you didn&#8217;t spec it,&#8221; says Reese, &#8220;don&#8217;t bid it.&#8221;<\/p><\/blockquote>\n<p>Salespeople have a hard time walking away from any deal whether it be a good deal or not.  RFP&#8217;s tend to be bad deals unless you helped author it.  Main point &#8211; people can be qualified, RFP&#8217;s generally cannot.<\/p>\n<p>We&#8217;ve seen many sales managers struggle with the concept of walking away from a bad opportunity.  But it is the right thing to do.  You can&#8217;t make a good deal with a bad prospect.<\/p>\n<p>Go find a better prospect.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Managesmarter.com offers a short article regarding Best Sales Practices of 2007 that contains a stellar piece of sales advice: &#8220;The dictum of &#8216;No RFP shall go unanswered&#8217; is not a good idea,&#8221; says Sam Reese, CEO of sales training firm Miller Heiman. Because of the time, energy and money involved in responding to an RFP, &#8220;If you didn&#8217;t spec it,&#8221; says Reese, &#8220;don&#8217;t bid it.&#8221; Salespeople have a hard time walking away from any deal whether it be a good deal or not. RFP&#8217;s tend to be bad deals unless you helped author it. Main point &#8211; people can be qualified, RFP&#8217;s generally cannot. We&#8217;ve seen many sales managers struggle&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/03\/qualifying-or-responding\/\">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":[9],"tags":[],"class_list":["post-746","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-c2","jetpack-related-posts":[{"id":700,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/overwritten-sales-ads\/","url_meta":{"origin":746,"position":0},"title":"Overwritten Sales Ads","author":"Derrick Moe","date":"February 27, 2007","format":false,"excerpt":"You don't have to read this, just look at it's sheer girth: Qualifications\/Necessary Skills: Attention to Detail. Able to be alert in a high-risk environment; follow detailed procedures and ensure accuracy in documentation and data; concentrate on routine work details and organize and maintain a system of records. Able to\u2026","rel":"","context":"In &quot;Employment Ads&quot;","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1838,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/rfi\/","url_meta":{"origin":746,"position":1},"title":"RFI?","author":"Derrick Moe","date":"January 13, 2009","format":false,"excerpt":"Unbelievable. I have been solicited in a disgusting, disturbing manner.\u00a0Read this (my emphasis): This request for information (RFI) shall not be construed to be a Request For Proposal (RFP) and no agreement\/contract will be entered into with\/awarded to any vendor based on responses to this RFI, and it shall in\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":2010,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/bite-sized-selling\/","url_meta":{"origin":746,"position":2},"title":"Bite-Sized Selling","author":"Derrick Moe","date":"May 5, 2009","format":false,"excerpt":"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 - 5 Tips for Selling a Service Now: \u201cThe big change for us in 2009 is that we\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":1591,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/definition-of-insanity-ats-and-sales-hiring\/","url_meta":{"origin":746,"position":3},"title":"Definition Of Insanity-ATS And Sales Hiring","author":"Lee Fratzke","date":"May 27, 2008","format":false,"excerpt":"According to Albert Einstein, the definition of insanity is doing the same thing over and over again and expecting different results.\u00a0 According to a recent post on Recruiting Trends and a 2007 survey from DDI & Monster regarding corporate hiring systems: Less than 50% stated that they were satisfied with\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":1030,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/value-is-more-than-price\/","url_meta":{"origin":746,"position":4},"title":"Value Is More Than Price","author":"Derrick Moe","date":"June 25, 2007","format":false,"excerpt":"I had an revealing discussion with one of our client's this morning.\u00a0 This gentleman is the President of his company and we are running our process for a second sales position (selected 1 salesperson already).\u00a0 The conversation centered on the problems he had with a previous salesperson who has since\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":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewritersellvalue-a0afbullseye-man.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":5020,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/05\/best-salesperson-traits\/","url_meta":{"origin":746,"position":5},"title":"Best Salesperson Traits","author":"Derrick Moe","date":"May 22, 2017","format":false,"excerpt":"Two crucial salesperson traits that rarely get discussed. Ok, not my list but Bill Golder\u2019s article on LinkedIn:\u00a0 Top 5 traits of the best sales people I've ever seen The list hits on two traits that I believe are crucial to sales success.\u00a0 The first is curiosity.\u00a0 This trait sounds\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/05\/Toolbox.jpg?fit=273%2C228&resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/746","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=746"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/746\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=746"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=746"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=746"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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