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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...

5 Reasons CEOs Fear the Sales Team

This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales ...

How to Lose with Rigid Rules

When you have rigid rules for customers, you will lose business.

Are You Missing the Smallest Sales Opportunities?

Don't think for a second that you'll keep this whale-client because you landed the big, initial sale. Your team needs to be accessible, reliable, and ...

Buyer Fear in B2B Sales: How to Identify It, Address It, and Win It

B2B buyers look for the least risky solution, not the best one. Gartner found that 74% of buying teams hit unhealthy conflict during the decision. ...

Today’s the Day! Embrace Your Growth Strategy

What’s your growth strategy? (If you’re reading this, I hope its whale hunting.) What are you employing to take your business to the next level? ...
Clarity

Is Your Brand Promise Clear?

A few days ago we had an air conditioning company come to the house for a seasonal check-up of our system. The guy who came... ...