A best practice in B2B sales is to hold postmortems; opportunities to find out what worked, what didn’t, and what could be better next time. And what sales team doesn’t want to get [...]
Being an incumbent supplier for a million-dollar plus service contract is a bittersweet thing. First, the Sweet As incumbent, your firm gets the revenue, profit, and prestige of a large deal [...]
You know who your proposal heroes are; they’re the bid managers and proposal writers who work round the clock and weekends to get their sales teams’ proposals in by the RFP [...]
Ask any group of B2B sales reps this question and at first there will be a stunned silence. Repeat the question and there may be one or two adventurous souls who offer a joke as an answer. But [...]
End of year always has some look back and 2018 was fast and furious, wasn’t it? I’m tired of saying “Change is the only constant,” or “This is the new normal.” [...]
Here are the final three of nine minor presentation failures that kill sales teams and lose contracts. And although they may seem overly simplistic, it’s important to recognize their lethality. [...]
You know it’s time to sweat the small stuff when your sales team is walking into the in-person presentation for a large dollar contract. Better do the fine tuning beforehand because winging it in [...]
Having recently worked with procurement on a multi-million dollar outsourced contract, it was fascinating to see sales teams’ minor failures have an oversized impact on evaluators’ decisions. So [...]
AUTHOR’S NOTE: This article, and my strength is talking to people who are already committed to selling large B2B service contracts, and I want to take them further. Therefore this article [...]
