Blog

What to Eat for Better Productivity

How our minds and bodies feel is an important factor in how productive we can be at work (and in life). If you put the wrong fuel in your car, it will have less power, less acceleration, and you’ll damage … Read More

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Why Consulting Websites Are Terrible

I had a consulting website for a long time. It was terrible. Through various updates, tweaks, and relaunches, it got less terrible, but it was always terrible. Here’s why. In the early days of the web, you put up a … Read More

The Real 80/20 Rule for Sales

Most people are familiar with the Pareto Principle, that a small fraction of the work takes most of the time, a small fraction of customers contribute most of the profit, etc. This is commonly known as the “80/20 Rule”. Mark … Read More

Enterprise Sales and the Prisoner’s Dilemma

If you’re not familiar with The Prisoner’s Dilemma, it’s an interesting exercise at the heart of game theory. In the dilemma, 2 criminals are imprisoned separately and can’t communicate. The detectives don’t really have enough evidence to convict them on … Read More

Meetup 6/17: How to Keep Your Pipeline Moving

Gary Smyth from Sandler sales training will be our guest speaker this month, talking about a critical sales topic: How to Keep Your Pipeline Moving. If you spend a lot of time that seems like “sales activity”, but have trouble … Read More

Embedded E-Signatures for Proposals

Mimiran has made it easy to accept proposals online. Now you can include an embedded e-signature in your proposal, and, if you allow PDF generation for that proposal, the PDF version. A merge field automatically creates the signature box. Once … Read More

Price Segmentation is Thousands of Years Old

If you’re not offering your prospects “good/better/best” pricing, you may want to catch up to the ancient Egyptians. According to the “Stuff You Missed in History Class” podcast, the embalmers offered 3 levels of mummification, with only the highest, “most … Read More

William Zinsser, Author of ‘On Writing Well,’ Dies at 92

B.B. King died, marking the passage of a blues giant. In less broadcast news, Zilliam Zinsser also died. Zinsser was the author of ‘On Writing Well‘, a classic that everyone writing proposals should read. (Confession: I haven’t read it.) His … Read More

Price Objections are Great

Some prospects will negotiate out of habit, almost out of obligation to see if they can get a lower price. After all, many vendors have trained them to do this. If you have a history of offering deep discounts at … Read More

Beyond the Number: Sales, Positioning, Pricing (Workshop)

When we think about price, we often get wrapped up in the number, in the math. But the same number in different contexts, presented different ways, can mean different things, and lead to very different sales outcomes. Next week in … Read More