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The role of an Opportunity Coach

Posted by 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..

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How Sales can change the RFP process

Posted by 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..

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Demystifying Sales

Posted by 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..

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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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