RFPs From the Unthinking: 3 Common Failings in RFP Development
Now that’s a little harsh. But if you’ve ever had to write a sales proposal responding to a badly written Request for Proposal (RFP) you’ll know where the sentiment comes from. [...]
Sales Training or Learning Sales?
There’s an ongoing debate in the education-HR world between training and learning. The difference is training is done to you, and learning is something you do. It’s about ownership. [...]
The Next Best Thing – Referrals
In sales, the best thing is a contract. The next best thing is a referral. But asking for a referral can be tricky. The time to ask for one varies. Some reps won’t ask for a referral until [...]
Selling is Stuck
The words used by sales reps show that selling is stuck in the 1960’s with I Love Lucy and fender fins. The words we choose dictate how we see, feel and behave. Here’s proof.
Selling to Customers of the New School
B2B customers and the buying process have changed. More than millennials, more than online reverse auctions, there’s a new school of customers who view buying, and supplier relationships, [...]
