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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 [...]

“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 [...]

Incumbent contractors in the B2B service world know winning the work is just the beginning: It’s the initial, necessary milestone in the lifetime of the contract and customer relationship. [...]

Customers have bought your offering in the past – they’ve used your offering, consumed it, relied on it and now it’s over. Now, they’re going to buy again; either because [...]

Millions of sales proposals worth millions of dollars die needlessly everyday. Proposals that could have conveyed valued solutions to customers and earned salespeople commission are cut down in [...]

What do you propose? We make proposals to: Get a meeting Qualify as a bidder Make a sale Start a business Form a new division Offer a new service Get a date Proposals ask something of the [...]

More than 70% of you who took last week’s survey felt that “Winning bids is tougher this year than last”. This despite the Great Recession  having technically ended in 2009. Yet [...]