Why Waste the Month of August?

Why Waste the Month of August?

Make the most of your summer by seizing new business opportunities while your competition takes time off! While it’s true that most people do vacation in August, I don’t know anyone who goes away for 4 weeks straight! What does this mean for you? It means people are...

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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...

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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...

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Know Your Decision Maker

Know Your Decision Maker

I was recently asked, “What is your single favorite piece of sales advice?” Here it is. Have a healthy respect and empathy for decision makers. These days decision makers are doing more than just their jobs. In the corporate world, many companies are still adjusting...

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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...

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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...

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