You know it’s time to sweat the small stuff when your sales team is walking into the in-person presentation for a large dollar contract. Better do the fine tuning beforehand because winging it in [...]
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 [...]
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 [...]
B2B customers only buy what helps them achieve their: Business goals (corporate & departmental); Regulatory requirements; Social responsibilities; And/or personal ambitions. End of story. So [...]
“Lowest Price, Technically Acceptable (LPTA)” is a US government purchasing strategy that has leaked its way into where it doesn’t belong; buying complex services and/or [...]
If you ask 100 B2B sales reps how they feel about making presentations the vast majority will likely say they love giving them. Ask 100 customers how they feel about sitting through those [...]
In B2B sales presentations, sales teams turn themselves inside out trying to impress customers. The Oscar for winning those performances is to reach the next and last step of the buying process; [...]
What’s the best way to join a conversation if you’re a seller and want to talk with a buyer? Some say “Never. They’ll contact you”. Others say “All the time [...]
In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or [...]
