How to win more RFPs (German)
Die Abschlussraten bei Ausschreibungen sind oft deutlich niedriger als bei aktiven Verkaufsvorgängen. Je komplexer die Vergaben, desto mehr..
Die Abschlussraten bei Ausschreibungen sind oft deutlich niedriger als bei aktiven Verkaufsvorgängen. Je komplexer die Vergaben, desto mehr..
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..
A recent article about 21 popular sales methodologies got me thinking about my own criteria for what makes a sales methodology good. I developed..
What motivates prospects to grant you a first (on-line) meeting?
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
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..
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..
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..
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..
Working at the coal-face with clients has recently highlighted two significant deficits: