Proposals

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 [...]

“If you don’t know where you are going, you’ll end up someplace else.” – Yogi Berra (1925 – 2015) Major Pursuit of Large Service Contracts Selling facility service contracts [...]

What do customers need from sales proposals? If sales teams had that answer, they’d be as happy as cats in new mown hay fields because win ratios would sky rocket, commissions would be paid [...]

How many B2B sales reps say they DON’T sell solutions? None. We all claim it. Almost every modern sales methodology is based on consultative selling: “Please customer, cough and tell [...]

When meeting customers, you make the effort to look good personally (no bed head); to dress neatly in appropriate clothing (matching customers’ cultural dress code); You show up for [...]

There’s one moment of truth in every large B2B complex sale: when a proposal is submitted to an RFP (Request for Proposal). Until then, customers haven’t evaluated, decided, or bought [...]