Working at the coal-face with clients has recently highlighted two significant deficits:
Proposals and RFPs,
Are your proposal presentations now delivered remotely? I've developed this checklist to help you create, dry-run and reflect on your performance.
Proposals and Presentations
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..
Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..
Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their..
Conventional classroom Sales Training doesn’t work. This might sound peculiar coming from someone like me who has been involved in Sales Training..
One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..
You can’t make your numbers without lots of opportunities so the more the better, right? Wrong. We see lots of sales organisations that aren’t..
Proposals and RFPs
I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of..
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