Sales for Nerds, Developers, and Other Engineers

Oct 28

As a software guy turned sales and support guy, I get a lot of questions from technical people about how to do sales. While I’d like to say “here are the 4 things you need to know” or whatever, it’s … Continue reading

Keep Reading

Do Your Proposals Put Your Prospects to Sleep?

Sep 30

I’ve seen many proposals that are The Worst Movie Ever. Don’t make your proposals like this…   Yes, you usually need some legal-type language, but you can still make a proposal interesting and compelling. If it’s important enough for the … Continue reading

Keep Reading

Austin Sales, Proposals and Pricing Meetup

Sep 23

Got questions (or answers) about sales, proposals, and/or pricing? Join the Austin Sales, Proposals, and Pricing Meetup Group. We’ll be discussing tips, tricks, pitfalls, etc, to help you sell more effectively and profitably, how to attract the right kind of … Continue reading

Keep Reading

Apple Watch, Value, Price, and Frame of Reference

Sep 17

John Gruber has an in-depth piece about Apple Watch over on DaringFireball. It’s well thought-out, but what’s particularly interesting is his guess at the prices of the three different tiers. Apple announced that the watch would start at $349, which … Continue reading

Keep Reading

Proposal Writing Style: Formality and Clarity

Sep 11

There are two ways to look at writing style: formality and clarity. The formality of the writing, formatting, and imagery will depend on your customers. A professional party planner may promise to “keep the drinks flowing, the music thumping, and … Continue reading

Keep Reading

Defining the Customer’s Commitments in a Proposal

Sep 3

In addition to clearly defining what we are not doing as part of a project (see What You’re Forgetting to Include in Your Proposal), we need to define what we need the customer to do to make the project successful. … Continue reading

Keep Reading

What You’re Forgetting to Include in Your Sales Proposal

Aug 28

In our rush to define all the great things we’re going to do for our customer, we sometimes forget that we can’t do everything on the wish list. Even worse, the customer sometimes forgets this, as well. Even if the … Continue reading

Keep Reading

target miss small

The Powerful Question Most Sales Reps Forget to Ask

Aug 19

Let’s imagine you run a consulting firm that specializes in helping companies in the widget industry improve sales productivity. Half your business comes from this industry, but you also have clients in other industries, and some of your projects extend … Continue reading

Keep Reading

Why Apple University Has a Course on Communicating Clearly

Aug 13

Before he died, Steve Jobs launched an “Apple University” program to keep the culture of the company strong. Employees can sign up for various courses, most of which are completely shrouded in secrecy. Recently, the New York Times got 3 … Continue reading

Keep Reading

highlight_buzzwords

Sales Proposal Buzzword Highlighter Now Live

Aug 2

If you’ve read this blog before, you know how much I hate terrible writing. If not, check out: The Importance of Writing Well, Microsoft CEO Edition How Your High School English Class Is Ruining Your Proposals Don’t Use Jargon, Unless … Continue reading

Keep Reading