Fix the Right Sales Problem

Fix the Right Sales Problem

For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...

read more
Silence Really Can Be Golden

Silence Really Can Be Golden

Have you ever waited for a prospect to return your call?  And he doesn’t? You call again, you email and still no reply? Argggg! How frustrating!  Recently, a prospect asked me for a proposal. We were an exact match for his needs. Shoe in, couldn’t miss. So...

read more
Consistency or Else! Stories of Lost Sales

Consistency or Else! Stories of Lost Sales

Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...

read more
Avoiding the ‘Big Black Hole’ of Business Proposals II

Avoiding the ‘Big Black Hole’ of Business Proposals II

In Part 1 of Avoiding the 'Big Black Hole' of Business Proposals, I covered the first two steps that will help you receive a well-earned request for a proposal including what to do in the Pre-Proposal Stage and how to Structure Your Proposal. This week we will explore...

read more
Avoiding the ‘Big Black Hole’ of Business Proposals I

Avoiding the ‘Big Black Hole’ of Business Proposals I

Have you experienced the 'Big Black Hole' of the sales process? It's like this: You receive a well-earned request for a proposal, spend precious time crafting it, hit “send” and anxiously await a response. And then surprise, surprise, you’re rewarded with nothing but...

read more

Pin It on Pinterest