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    • START HERE
    • Services
      • Technical Proposals
      • Slideshow Decks
      • Proposal Libraries
      • Sales Training
      • Account Retention
      • Sales Assessments
    • Blog
    • About
      • Company
      • Chris Arlen Bio
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      • FAQs
      • Good Reads
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    Don’t Miss the Win Window in the Sales Cycle

    August 30, 2011

    There’s a time to do the sales work that wins. And it’s not when most sales reps think it is. Let’s look at a typical sales cycle, which includes milestones for a:

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     The Top 5 Sales Traps to Avoid

    The Top 5 Sales Traps to Avoid

    August 26, 2011

    It’s virtually impossible to list all the many pitfalls to avoid when selling service contracts. But we can focus on the vital few and avoid them, which brings us closer to a win. So here [...]

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    When Prospecting, Never Leave Voice Mail Except…

    August 23, 2011

    There’s a sales practice of cold calling prospects until no response, and then leaving a voice mail with the hope they’ll call back. You don’t return those voice mails, why [...]

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    Selling in the Deep End of the Contract Service Pool

    August 17, 2011

    This is the place you want to be – in the deep end. Where contract dollars are huge. Where the really attractive customers hang out. Where yearly goals are cleared in one sale.

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     3-Point Checklist for Persuasive Proposals

    3-Point Checklist for Persuasive Proposals

    August 15, 2011

    More than 70% of you who took last week’s survey felt that “Winning bids is tougher this year than last”. This despite the Great Recession  having technically ended in 2009. Yet [...]

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     Sales Proposals, Persuasion & the Sphinx

    Sales Proposals, Persuasion & the Sphinx

    August 9, 2011

    Persuasion in sales proposals can seem like a myth. It sounds real but few know how to create a persuasive proposal. So let’s take a look at persuasion in sales proposals, specifically how [...]

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     Writing a Proposal: The Moment of Truth

    Writing a Proposal: The Moment of Truth

    August 3, 2011

    Writing a sales proposal is the most critical moment in the sales cycle – because it’s the start of everything. Proposals lead to contracts, that lead to billing, revenue, profit and [...]

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     Buyer Motivation: 4 Reasons Customers Change Suppliers

    Buyer Motivation: 4 Reasons Customers Change Suppliers

    August 1, 2011

    Like all organizations, your customers fear change. Changing suppliers means having to deal with potential disruptions during transition, and the inconvenience of breaking in newbies. However, [...]

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