Whether you’re responding to inbound request for proposal (RFP) or proactively pursuing new business, proposals are vital... more

May 16, 2016 1:00 PM Sales Technique

No one can argue against the critical role contracts play in sales. But here’s a lesser known fact... more

Apr 11, 2016 9:30 AM Sales Technique

If there’s one thing that’s guaranteed to knock a salesperson’s confidence, it’s hearing a prospect suggest that they don’t believe what they’re being told... more

Nov 30, 2015 12:00 AM Sales Technique

Sales proposals that is. A great proposal won’t win you the business on its own. But a poor proposal can undo a lot of the work done up to that point... more

Aug 24, 2015 10:00 AM Opinions

Five tactics that really work more

Jul 20, 2015 12:30 PM Sales Technique

People buy people before they ever buy products, services or even solutions! more

Jun 1, 2015 12:00 AM Sales Technique

What would it be worth to you and your company if, almost overnight, you significantly increased your new-prospect sales proposal conversion rate? more

Apr 20, 2015 12:00 AM Sales Technique

The executive summary or introduction to your sales proposal is one of the most powerful weapons in your sales armoury. more

Apr 6, 2015 4:00 PM Sales Technique

Why do we accept poor briefs? We assume the client knows what they want. In reality clients know their business (hopefully) but won't be experts at our business. more

Mar 30, 2015 12:00 AM Sales Technique

The first of five short articles guaranteed to increase your win rate from your sales proposals, quotations and tenders. more

Mar 9, 2015 12:00 AM Sales Technique

How great a chance do you think you have of winning the order, if you have had no contact with the decision makers? more

Feb 9, 2015 12:00 AM Sales Technique

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