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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...

Your Content Strategy–Whose Content?

After my last post about a content strategy, Merlin U Ward [Twitter @merlinuward] asked me, “What about media aggregators?”  An “aggregator” is someone (or in most ...
Personal Trainer

Why You Need a Referral System

I’m pleased to introduce my good friend Joanne Black, referral selling expert and author of No More Cold Calling™ and Pick Up the Damn Phone with today’s guest blog. ...

Can you deliver what you sell?

For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to ...

Spend less on sales and make more money

Discussion of The Whale Hunters Target Filter and how to use it to cut costs from your sales process while increasing revenues.

4 Reasons Why Networking Is Not a Sales Strategy . . . and 1 Big Exception

When I started out in my own business fifteen years ago, I thought that business networking was the way to acquire leads, opportunities, and referrals—in ...

Back to Baja

How long will you pursue a deal? Can you send a whale "back to Baja?"