A Happy Customer is Your Best Salesman
Using referrals to gain new business
“That coat looks great, where did you get it?” “Do you have the number for that builder you used for your house..
“That coat looks great, where did you get it?” “Do you have the number for that builder you used for your house..
There is little point sending people on Sales Training courses, most of it is forgotten in a few days. Despite good evaluation scores there is often..
This may come as news to both Pre-Sales and Sales people, at least those who are not already doing a..
Requests for Proposal (RFP) can seem like a great opportunity but they are often problematic for several reasons. Firstly, and most importantly, they..
What’s going to happen if you are married and you start fooling around with your partner’s best friend? It’s going..
In a fast changing world businesses can end up in strange situations – like competing with themselves – although for very good reasons. We have..
You have to make a good case to get the business when you are competing against another supplier. But just think how good your proposal has to be..
Our client, a large software company who spends up to 150 person days on each proposal, expects a very high win rate. So after every loss an..
Another blog title that seems to fly in the face of common sense – why wouldn’t you do exactly what customers want? Surely that’s how you will get..
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..