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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...

Killer Whales

I get this question a lot:  “What do you do if you land a whale and they treat you badly–like implementing a 90 – 120 days ...

Greg Chapman on How Whales Think; How Whales Buy

We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call.  Greg offered compelling insights into how executives in large ...

Shifting Forward – Overcoming the Sales Growth Roadblocks

We are all working at a frenetic pace and when we aren’t reaching sales goals, we panic and work from a place of fear, rather ...
The Deal

Social Selling–March 2014 Edition

On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more      here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo ...

Fatal Sales Failure: Forget the Front Lines

Chris Conrey explains that it's a Fatal Sales Failure to be rude to the "front line" people at a prospect company. Don't let that Executive ...

Small Business: How to Look Larger

New issue of Whale Hunters Wisdom out today.  It’s about how to manage your prospects’ sense of whether you are large enough for them to ...