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Take the fat out of your funnel

Posted by Philip Kreindler

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..

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How to walk away from a dead horse

Posted by Philip Kreindler

Here is today’s blog in a nutshell. It is a guide to writing a letter that will allow you to waste less time on dead horses – RFPs you are never..

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Only work on pitches you can win

Posted by Philip Kreindler

Please excuse me if there are any typing errors in this article but I am typing with my fingers crossed. I have just spent a lot of time and a..

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Help your customer to make the right choice

Posted by Philip Kreindler

As a vendor you and your team have put a huge amount of effort into the whole pitch process. In particular you have put everything into that final..

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How to buy badly – start with an RFP

Posted by Philip Kreindler

“It’s slow and it doesn’t function properly. We are going to have to redesign the way the government purchases digital – from soup to nuts. It’s..

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Why Customers Buy the Wrong Solution

Posted by Philip Kreindler

The project is a disaster – whose fault is it?

There is an increasing concern among customers that they are being sold the wrong solutions and..

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Don’t Flog a Dead Horse

Posted by Philip Kreindler

Have you ever been frustrated at having your time wasted? The truth is there are customers out there that feel that they can waste your time and..

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Make the Buying Center Your Allies

Posted by Philip Kreindler

Some customers think they are being clever by writing a RFP that includes features from a competitors’ product. They think it guarantees that..

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RFPs – How to Win Against The Odds

Requests for Proposal (RFP) can seem like a great opportunity but they are often problematic for several reasons. Firstly, and most importantly,..

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12 Reasons Your Proposal Will Be Rejected

Posted by Philip Kreindler

Well that’s a cheerful title for a blog! But we’ve all had proposals rejected in the past and I hope you always ask your prospects why. You may be..

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