Infoteam Logo.png

Blog

How to win more RFPs (German)

Posted by Philip Kreindler

Die Abschlussraten bei Ausschreibungen sind oft deutlich niedriger als bei aktiven Verkaufsvorgängen. Je komplexer die Vergaben, desto mehr..

Read More >

Score yourself against 15 success factors in B2B selling

Posted by 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..

Read More >

How good is your Sales Methodology?

Posted by 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..

Read More >

How to originate more opportunities through recommendations

Posted by Philip Kreindler

What motivates prospects to grant you a first (on-line) meeting?

Read More >

Rethinking Land & Expand Selling

Posted by 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 >

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..

Read More >

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..

Read More >

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..

Read More >

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..

Read More >

Qualify Out or Win

Posted by Philip Kreindler

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

Read More >