Proposals

When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

Welcome to the RFP stack. It’s the pile of customer requests for proposals that B2B contractors cue up by date to complete and submit by the RFP deadlines. And it can be daunting. For B2B [...]

The B2B sales game is high-stakes, black-and-white when it comes to the short-term (won/loss), and complex when it comes to the long-term impacts of customers’ perceptions (credibility, [...]

Your immediate answer may be “If we get the sale our proposals are good – if we don’t, they’re not.” For sales teams, that binary won/lost assessment works for the [...]

Autonomous cleaning, aka robotics or automation, has moved from innovation to full-fledged operations. The largest deployment is in cleaning environments with large floor areas, such as malls, [...]

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 [...]

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 [...]

To win more complex B2B sales, change the phrase “it’s the economy, stupid” —to— “it’s the sales subtext, stupid.” The altered phrase will remind sales reps to [...]

Timing is everything in pursuit of major service contracts. Sales reps (as bidders) typically wait for the RFP to be released to begin their proposal work. Typical Bidder’s Proposal Work to [...]