Selling Sales Efforts

Is the only benefit of sales personnel their ability to secure a signed contract? Consider this; you’re the one responsible for bringing on new business, you’re boss oversees your [...]

RFPs to Nowhere?

I asked a contractor-friend of mine what his biggest pain in contract sales was. His answer was “not getting the opportunity to make a presentation after submitting a proposal in response [...]

Estimates vs. Budgets

Here’s a customer-contractor situation that, although it doesn’t happen too frequently, is extremely dicey when it does. Your customer wants a non-contract service from you, but the [...]