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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:

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 [...]

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 [...]

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.

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 [...]

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 [...]

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 [...]

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, [...]