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RFP

Business ProcessBusiness Development TacticsLarge Account SalesRFPSales Presentations

Name It and Claim It: 4 Steps to Develop a Business Process for Proposals

Almost every RFP asks you to define or explain your business process for something or other.  Here are a few of the recent ones that…
Barbara Weaver Smith
Barbara Weaver SmithAugust 20, 2017
Don't ForgetLarge Account SalesRFPSales PresentationsSales TipsSmall Business Advice

Memory and the Memorable Presentation

Yesterday I wrote about how you didn't need to use a slide deck in order to remember what to say in your presentation. Rather, I…
Barbara Weaver Smith
Barbara Weaver SmithMay 27, 2014
Key Account ManagementLarge Account SalesRFPSales Presentations

Large account sales presentation? Ditch the Slides!

  No slides. Really. NO SLIDES. Just TRY it . . . without SLIDES! This post is #2 in my series on 10 Reasons to…
Barbara Weaver Smith
Barbara Weaver SmithMay 22, 2014
Business DealsLarge Account SalesRFPSales PresentationsSales Tips

Eight Ways to Own the Meeting

I'm writing a series of posts on "10 reasons to rehearse (and how)" focused on preparing to deliver a  group presentation for a large account…
Barbara Weaver Smith
Barbara Weaver SmithMay 19, 2014
Key Account ManagementLarge Account SalesRFPSales DevelopmentSales ManagementSales Presentations

Big Sales Presentations–Rehearsal Required

You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday;…
Barbara Weaver Smith
Barbara Weaver SmithMay 16, 2014
DeskLarge Account SalesRFPSales Process

Quadruple Your Multimillion$ Proposal’s Impact in 60 minutes!

Oh, I know, you’re a seller, not a grammarian! You hated English 101—so irrelevant! Well, I was once your English prof*, and here I am,…
Barbara Weaver Smith
Barbara Weaver SmithJanuary 10, 2014
Business Development StrategyRFP

Do Big Deals Like It's No Big Deal

I did an EDGY Perspectives teleconference on this topic, which is essentially an overview of some of the key principles of Whale Hunting. There's also…
Barbara Weaver Smith
Barbara Weaver SmithFebruary 21, 2013
Business Development TacticsLink RecommendationsRFPSales Tips

Are You Responding to RFPs? We hear you.

Today we want to highlight a podcast called “The RFP Whale Hunt.” Take a few minutes out of your day to listen to this podcast.…
Guest Blogger
Guest BloggerJuly 18, 2011
Large Account SalesRFPSales Process

Who is at the RFP Buyers’ Table?

When you are engaged in a complex sales process in which you are meeting face-to-face with the potential buyers, you know how to interpret what…
Barbara Weaver Smith
Barbara Weaver SmithMay 25, 2011
RFPSales DevelopmentSmall Business AdviceSmall Business Growth

Small Business Manufacturers Reinventing Their Industry

Today's post is issue #3 of my blog series based on the 2011 edition of the Top Ten Small Business Trends from Small Business Labs.  I'm analysing these…
Barbara Weaver Smith
Barbara Weaver SmithJanuary 10, 2011
Business Development StrategyRFPSmall Business Growth

Generate Government Contractor Leads with The Washington Post

In July, 2010, The Washington Post released a report called Top Secret America, an elaborate investigative piece about American companies that do Top Secret business with…
Barbara Weaver Smith
Barbara Weaver SmithDecember 10, 2010
RFPSmall Business Growth

Selling to the Federal Government Interview

The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell  large contracts to the biggest of all whales--the…
Barbara Weaver Smith
Barbara Weaver SmithNovember 16, 2010
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  • Home
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    • Company
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  • Work With Us
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