TweetAfter a webinar I did in December with The TAS Group, I got an angry email from someone who attended. He wrote, “Instead of all the negatives how about offering some sales help for those of us that still have a job??” I understood his perspective right away. The messages I delivered during the webinar [...]
Filed under: Book Recommendation, Competition | 9 Comments »
TweetJonathan Farrington wrote a guest post on Paul McCord’s blog this week, entitled Top 5% Achievers Expect to be Successful Because They Plan for It. Jonathan provided the why’s and how’s of goal setting in as clear a way as I have seen. As Jonathan’s title suggests, goal setting isn’t a standalone activity, but rather [...]
Filed under: Pipeline, Professionalism, sales process | 2 Comments »
TweetIf you are not selling in a tightly-controlled, RFP-driven sales environment, you might want to consider this collaborative approach for getting your proposals approved. Proposal collaboration really makes sense now, during these unsure economic times. It provides the customer with the ability to directly control the content of your proposal as well as the price. First, some [...]
Filed under: Buyers, Economy, Opportunity Management, Professionalism, Relationships | 1 Comment »
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