Proposals

Selling a B2B contract is a game where buyers pick winners by judging sellers’ proposals. If sellers blow the proposal (aka losing) they’ve wasted all their time, effort, and money on that [...]

Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]

All sales stages count when selling service contracts — but sleepwalk the proposal — and everything vanishes at the end, as if you were never there. Selling service contracts can often take [...]

Trot out the same old tired sales pitch and watch the competition eat your lunch. Meaningful business stories sell because they engage customers to buy. But sales and marketing folks often fail [...]

The best time to make improvements is when your competitors are hunkered down waiting for the fear to end. Like now, in this current economic gloom and doom there’s plenty of whitewater [...]

In the world of B2B service contracts, sales are often lost by the time RFPs are out to suppliers. This doesn’t happen because customers make backroom, illicit deals with an unscrupulous [...]

Your attention span is shorter than a goldfish’s, that’d be about eight seconds compared to Goldie’s nine. And Satya Nadella, Microsoft CEO, said “Time in an attention [...]

“I have a dream” — “To be, or not to be” — “Four score and seven years ago…“ Do you recognize these from the few words shown? They’re memorable [...]

In RFPs, customers evaluate suppliers’ proposals then attach numerical ratings — intending to make subjective decisions look logical and rational — except of course they aren’t. And it’s [...]