What Should You Do When a Prospect Wants a Price Upfront?

Jan 9

Have you ever tried to buy something and found a sales rep would not give you a price or even an estimate before you jumped through a bunch of hoops? How pleasant was that? Yet, so many companies don’t want … Continue reading

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4 Rules for Pricing Proposals

Dec 15

One of the most important (and stressful) parts of the proposal, for both the buyer and the seller, is the price. As the seller, you get to decide on the price you offer, although you can’t always dictate the final … Continue reading

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Ever Put the Wrong Customer Name in a Proposal?

Dec 5

I have. I was sending off a proposal to a very large manufacturer. I read and re-read and edited and re-read the proposal. I thought everything looked good. (Looking back, I’m cringing at how awful the proposal probably was, even … Continue reading

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Learning to Say No, So You Can Say Yes

Nov 20

Most people want to say “yes”, to be helpful, most of the time. In sales, there’s a lot of pressure to say “yes” to the prospect. However, sometimes saying “yes” not only kills the deal, it means you’ve actually said … Continue reading

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Bad Corporate Writing, Again

Nov 13

John Gruber over at @daringfireball points out the absurdity of Twitter’s corporate strategy statement: Twitter’s New ‘Strategy Statement’ “Reach the largest daily audience in the world by connecting everyone to their world via our information sharing and distribution platform products and … Continue reading

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Snippets Let You Save and Reuse Proposal Content

Nov 11

Sometimes you have some content that you want to reuse. It’s smaller than a whole template– maybe a section, or even a few bullet points, or a nicely formatted image with a customer quote. Now you can, with “snippets.” Here’s … Continue reading

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Set Up a Mimiran Lead Capture/Proposal Autoresponder in an Hour

Nov 4

Here’s a guest post from a customer on setting up a web form and a proposal auto responder in Mimiran. This is a great way to collect and convert more leads. If you have a Contact Us page, consider adding … Continue reading

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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

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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

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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

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