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August 20, 2017

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 I’ve seen: What is your business resumption plan? How do you monitor the performance of subcontractors? What is your approach to streamlining? Describe your staffing plan. Summarize your plan to […]

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January 10, 2014

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, back to remind you of a few key lessons that you’ve forgotten but that will make you a boatload of money! I’m offering you a crash course on four last-minute […]

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From the blog...

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 ...

How To Be Hungry and Still Eat a Good Breakfast

Today we are pleased to feature a guest post by our friend Chris Conrey.  You’ll enjoy Chris’s blog Conrey is for Closers.  Thanks for joining ...

A Community of Ravens

This week I was a keynote speaker hosted by the Business Clubs of America (BCA) , Phoenix Metro Chapter.  I attended an evening reception for members ...

Is Everyone in the Same Boat on Sales?

Are sales professionals trying to sell out of fear instead of quality? It seems they sell to “stay alive” just because they want to keep ...

10 Ways to Get Real Work Done at Meetings & Make More Money

Introducing a series of ten blog posts about making meetings more productive to increase the time available for sales and service.

A Game of Telephone?

To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a ...