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Qualifying and Winning RFPs

Posted by Philip Kreindler

In RFPs there are always more losers than winners. The customer can choose a better or cheaper solution, to do the project internally or not at..

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Qualify Out or Win

Posted by Philip Kreindler

Working at the coal-face with clients has recently highlighted two significant deficits:

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Successful Remote Pitching

Posted by Philip Kreindler

Are your proposal presentations now delivered remotely? I've developed this checklist to help you create, dry-run and reflect on your performance.

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Safeguarding your pipeline - guidance for sales leaders and sales professionals in challenging times

Posted by Philip Kreindler
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Can asking questions diminish trust?

Posted by Philip Kreindler

Asking questions is a vital skill but I believe it is being used poorly and this is undermining the level of trust between salespeople and their..

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Does Salesforce increase Sales?

Posted by Philip Kreindler

Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..

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5 ways your sales process impacts pricing

Posted by Philip Kreindler

Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their..

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Goodbye USP, Hello UBE - 10 steps to create a Unique Buying Experience (UBE)

What’s the USP for the product or service you are selling? My guess is you don’t have one. In fact, very few vendors have a selling proposition..

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Put a coach on every sales person’s shoulder

Posted by Philip Kreindler

Conventional classroom Sales Training doesn’t work. This might sound peculiar coming from someone like me who has been involved in Sales Training..

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The single best way to make a sales excellence program work

Posted by Philip Kreindler

One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..

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