Before You Write Your Next Proposal, Consider…

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 […]

Time for Another Presentation; Time for a Nap!

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 […]

Do you Create Business or Just Fulfill It?

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 […]