---
title: Blog
description: Infoteam Consulting's blog on improving your Sales Process
---
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# Blog
[ ](https://www.infoteam-consulting.com/blog/how-to-win-more-rfps-german)
## [How to win more RFPs (German)](https://www.infoteam-consulting.com/blog/how-to-win-more-rfps-german)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
Die Abschlussraten bei Ausschreibungen sind oft deutlich niedriger als bei aktiven Verkaufsvorgängen. Je komplexer die Vergaben, desto mehr..
[Read More >](https://www.infoteam-consulting.com/blog/how-to-win-more-rfps-german)
04-May-2021 10:54:00
Topics: [Proposals and RFPs](https://www.infoteam-consulting.com/blog/topic/proposals-and-rfps)
[ ](https://www.infoteam-consulting.com/blog/score-yourself-against-15-success-factors-in-b2b-selling)
## [Score yourself against 15 success factors in B2B selling](https://www.infoteam-consulting.com/blog/score-yourself-against-15-success-factors-in-b2b-selling)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
To help you identify areas for improvement in how you sell, I’ve designed this checklist based on the different stages in the sales process. If you..
[Read More >](https://www.infoteam-consulting.com/blog/score-yourself-against-15-success-factors-in-b2b-selling)
16-Feb-2021 08:55:58
Topics: [Wins and Losses](https://www.infoteam-consulting.com/blog/topic/wins-and-losses), [Proposals](https://www.infoteam-consulting.com/blog/topic/proposals), [Customer Relations](https://www.infoteam-consulting.com/blog/topic/customer-relations), [Sales Management](https://www.infoteam-consulting.com/blog/topic/sales-management), [Account Management](https://www.infoteam-consulting.com/blog/topic/account-management), [Proposals and Presentations](https://www.infoteam-consulting.com/blog/topic/proposals-and-presentations)
[ ](https://www.infoteam-consulting.com/blog/how-good-is-your-sales-methodology)
## [How good is your Sales Methodology?](https://www.infoteam-consulting.com/blog/how-good-is-your-sales-methodology)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
A recent article about 21 popular sales methodologies got me thinking about my own criteria for what makes a sales methodology good. I developed this..
[Read More >](https://www.infoteam-consulting.com/blog/how-good-is-your-sales-methodology)
01-Feb-2021 15:09:43
Topics: [Sales Management](https://www.infoteam-consulting.com/blog/topic/sales-management)
[ ](https://www.infoteam-consulting.com/blog/how-to-originate-more-opportunities-through-recommendations)
## [How to originate more opportunities through recommendations](https://www.infoteam-consulting.com/blog/how-to-originate-more-opportunities-through-recommendations)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
What motivates prospects to grant you a first (on-line) meeting?
[Read More >](https://www.infoteam-consulting.com/blog/how-to-originate-more-opportunities-through-recommendations)
27-Jan-2021 19:26:56
[ ](https://www.infoteam-consulting.com/blog/rethinking-land-expand-selling)
## [Rethinking Land & Expand Selling](https://www.infoteam-consulting.com/blog/rethinking-land-expand-selling)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
[Read More >](https://www.infoteam-consulting.com/blog/rethinking-land-expand-selling)
07-Dec-2020 12:45:04
Topics: [Sales Management](https://www.infoteam-consulting.com/blog/topic/sales-management)
[ ](https://www.infoteam-consulting.com/blog/the-role-of-an-opportunity-coach)
## [The role of an Opportunity Coach](https://www.infoteam-consulting.com/blog/the-role-of-an-opportunity-coach)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
I was recently asked by a client to describe the role of an internal Opportunity Coach/Challenger and I thought that this description could be useful..
[Read More >](https://www.infoteam-consulting.com/blog/the-role-of-an-opportunity-coach)
03-Nov-2020 10:59:23
[ ](https://www.infoteam-consulting.com/blog/how-sales-can-change-the-rfp-process)
## [How Sales can change the RFP process](https://www.infoteam-consulting.com/blog/how-sales-can-change-the-rfp-process)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
The number of RFPs you receive indicates the strength of your brand and the success of sales, marketing and social selling activities. But what’s the..
[Read More >](https://www.infoteam-consulting.com/blog/how-sales-can-change-the-rfp-process)
27-Aug-2020 15:36:21
Topics: [Proposals and RFPs](https://www.infoteam-consulting.com/blog/topic/proposals-and-rfps)
[ ](https://www.infoteam-consulting.com/blog/demystifying-sales)
## [Demystifying Sales](https://www.infoteam-consulting.com/blog/demystifying-sales)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
Over the past 30 years I have consulted and trained many professional service firms (PSFs) on the topic of sales. They come from a range of..
[Read More >](https://www.infoteam-consulting.com/blog/demystifying-sales)
16-Aug-2020 18:38:24
Topics: [Sales Management](https://www.infoteam-consulting.com/blog/topic/sales-management), [Mindset](https://www.infoteam-consulting.com/blog/topic/mindset)
[ ](https://www.infoteam-consulting.com/blog/qualifying-and-winning-rfps)
## [Qualifying and Winning RFPs](https://www.infoteam-consulting.com/blog/qualifying-and-winning-rfps)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/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 all...
[Read More >](https://www.infoteam-consulting.com/blog/qualifying-and-winning-rfps)
27-Jul-2020 12:42:03
Topics: [Proposals and Presentations](https://www.infoteam-consulting.com/blog/topic/proposals-and-presentations)
[ ](https://www.infoteam-consulting.com/blog/qualify-out-or-win)
## [Qualify Out or Win](https://www.infoteam-consulting.com/blog/qualify-out-or-win)
Posted by [Philip Kreindler](https://www.infoteam-consulting.com/blog/author/philip-kreindler)
Working at the coal-face with clients has recently highlighted two significant deficits:
[Read More >](https://www.infoteam-consulting.com/blog/qualify-out-or-win)
21-May-2020 14:06:18
Topics: [Sales Management](https://www.infoteam-consulting.com/blog/topic/sales-management), [Proposals and RFPs](https://www.infoteam-consulting.com/blog/topic/proposals-and-rfps), [Mindset](https://www.infoteam-consulting.com/blog/topic/mindset)
[Older Posts](https://www.infoteam-consulting.com/blog/page/2)
[All posts](https://www.infoteam-consulting.com/blog/all)
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- [Sales Management (46)](https://www.infoteam-consulting.com/blog/topic/sales-management)
- [Customer Relations (30)](https://www.infoteam-consulting.com/blog/topic/customer-relations)
- [Proposals and RFPs (13)](https://www.infoteam-consulting.com/blog/topic/proposals-and-rfps)
- [Special Topics (7)](https://www.infoteam-consulting.com/blog/topic/special-topics)
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- [Sales Training (6)](https://www.infoteam-consulting.com/blog/topic/sales-training)
- [Lead Generation (5)](https://www.infoteam-consulting.com/blog/topic/lead-generation)
- [Account Management (3)](https://www.infoteam-consulting.com/blog/topic/account-management)
- [Mindset (3)](https://www.infoteam-consulting.com/blog/topic/mindset)
- [Presentations (2)](https://www.infoteam-consulting.com/blog/topic/presentations)
- [Team Selling (2)](https://www.infoteam-consulting.com/blog/topic/team-selling)
- [Negotiation (1)](https://www.infoteam-consulting.com/blog/topic/negotiation)
- [Proposals (1)](https://www.infoteam-consulting.com/blog/topic/proposals)
- [Wins and Losses (1)](https://www.infoteam-consulting.com/blog/topic/wins-and-losses)
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