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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...

Whale Hunting with Warren Buffet

The Wall Street waters are frigid and the skies are grey.  Yet Warren Buffett said last week that it’s time to buy U. S. equities.  He ...
Accident

Fatal Sales Failures Revisited

I have a blog category called “Fatal Sales Failures” where I gather stories from other sellers and owners about mistakes they’ve made and how they ...

Whale Hunting Practice #15: Progressive Disclosure

I wrote yesterday that your early meetings with the Buyers should be all about them and what you need to learn.  But the more you ...

Ask Your Customers The Ultimate Question

Whale Hunting is a great strategy to grow your company fast. But even fast-growing companies make on average 80% of their revenue from existing clients. ...

Learn from a Blue Penguin

I am a big fan of Michael Katz who founded Blue Penguin Development.  And not only because he also has an Arctic theme to his company!  (Penguins... ...

The Pleasant Comfort of Trust

There is nothing more enjoyable than being in comfortable surroundings. In the show Cheers, I am quite certain it wasn’t the just beer that brought ...