One issue that repeatedly comes up in sales coaching sessions is how to write an effective proposal. A few comments before you write anything… … you should be clear about what a proposal is. Marketing groups and managers have done a disservice to their sales team by creating mammoth documents, unreadable terms and conditions, and […]
Here’s a great question on Getting Your Message Out – becoming an Adviser, from this week’s Making Money with Security workshop (Virtual). Question: You gave some excellent information on what to say and do when you are in front of the executives/asset owner…when communicating by email and by other electronic means… You mentioned that sound […]
The purpose of a sales presentation is to sell; to convince the prospect that you have a solution to a problem that they in fact have, and that you are the best problem solver around. The fee in turn, must be commensurate with the value delivered. But here’s the problem: First, 95% of the possible […]
Presentations have the power to create business, proposals don’t. Leads are great, but what do you say when you make the call, and if you get the meeting, do you have anything of value to present? Company overviews and product data sheets are, in my opinion, a waste of time. No one needs this stuff […]
Do you create business or just fulfill it? Look at your pipeline…where do your deals mostly come from? Referrals? Referrals are good, however, there just aren’t enough of them. When the economy is weak, companies cut back on expansion, decision making moves higher up the ladder, and sales cycles lengthen. Only those who are able […]
I’ve just arrived in Dallas to kick off the week with BMC partners and a workshop on great messaging – here are some thoughts from my young entrepreneurs just before heading out…check it out:
