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    • START HERE
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    Proposals

    Home / Selling /
     Square Pricing in a Round Hole

    Square Pricing in a Round Hole

    April 8, 2021

    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 [...]

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     From the RFP Stack: How to Format Text-Only Responses

    From the RFP Stack: How to Format Text-Only Responses

    March 29, 2021

    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 [...]

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     One Simple, Stupid, Secret to Raising Win Rates

    One Simple, Stupid, Secret to Raising Win Rates

    December 11, 2019

    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, [...]

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     Do Customers Think Your Sales Proposals Are Good?

    Do Customers Think Your Sales Proposals Are Good?

    October 30, 2019

    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 [...]

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     The Invasion of the Cleaning Robots is Here – Resistance is Futile

    The Invasion of the Cleaning Robots is Here – Resistance is Futile

    October 15, 2019

    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, [...]

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     5 Danger Signals for Incumbent Suppliers

    5 Danger Signals for Incumbent Suppliers

    July 24, 2019

    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 [...]

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     Subtext is the Tricky Part of Sales Intel

    Subtext is the Tricky Part of Sales Intel

    January 20, 2018

    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 [...]

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     In Search of Sales Subtext

    In Search of Sales Subtext

    January 9, 2018

    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 [...]

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     Major Pursuit of Large Service Contracts

    Major Pursuit of Large Service Contracts

    August 21, 2017

    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 [...]

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