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Are Your Proposals Like the Baseball Rulebook (or the Tax Code)?

Jul 31

In addition to being very long, the rules of baseball cover scenarios that aren’t all that likely to happen. (This piece in the WSJ cover the 5 strangest rules in baseball.) Why do you need 240 pages of rules for … Continue reading

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5 Sales-Killing Mistakes from Our Attempt to Buy a Car

Jul 29

My wife’s car has been struggling along lately, and it’s finally reached the stage of life support that replacing it is no longer optional. So lastweekend, we went car shopping. We were trying to buy a car. You know who … Continue reading

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Copy-and-Paste

Tips for Importing Existing Proposal Content into Mimiran

Jul 24

There are several ways to bring in content from existing proposals and other documents into Mimiran. Copy & Paste You can start by doing a direct copy and paste. This has the advantage of being very easy, but there are … Continue reading

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Write Like a Spy?

Jul 23

As you may know if you visit this blog often, I hate bad, boring, corporate-bland writing. It kills not only proposals and deals, but also brain cells. See various diatribes here (Microsoft), here (worst movie ever), and here (it’s your English teacher’s … Continue reading

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Sell More by Being Less of a Salesman and More of a Doctor

Jul 22

The sales profession has a problem. Most people don’t like and don’t trust sales people. In Gallup polling of how the public sees people in different professions, salespeople rank with members of Congress and advertisers, below lawyers. While the slimy, … Continue reading

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The Importance of Writing Well (Microsoft CEO Edition)

Jul 16

Persuading people effectively requires good communication. In many cases– email, reports, sales proposals, that means writing well. Writing well isn’t just about sounding good, it’s about the writer forcing herself to think clearly, to package those thoughts in a digestible … Continue reading

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The Secret Trick for Reviewing Your Proposal before You Send It

Jul 10

Reviewing a proposal is a critical step in creating a winning proposal, but one we don’t often talk about. Fred Wilson has a great post about Checking Your Work. He’s talking about blog posts, but the lessons apply to any … Continue reading

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3 Magic Words for B2B Sales

Jul 7

Courtesy of Seth Godin. Don’t blow it (the secret of b2b). If you cut your price for no reason, does that make prospect think you are more or less likely to blow it? If you talk about how awesome your … Continue reading

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Is Your Sales Team Digging in the Right Place?

Jul 3

Indy has the key to the map room. So while the bad guys are tearing up the whole desert, he goes straight to the right place. What if you could have the key to the map room when it comes … Continue reading

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Close.io CRM integration with Mimiran Online Proposals

Jun 27

Close.io is a nifty SaaS CRM app focused on improving the productivity of each individual sales rep. Sounds like a nice philosophical fit, right? A joint customer thought so, too, and asked if the two systems could talk to each … Continue reading

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