Monthly Archives: July 2015

Proposal content is critical, but looking good doesn’t hurt

There’s no substitute for clear, compelling content in your sales proposals. Easy to understand language, diagrams, images, and/or video that makes it clear you understand the prospect’s problem(s), and have the best path to the solution. A lot of people … Read More

What I learned selling services

Like a lot of people who accidentally became consultants, I got started because I was really good at helping companies solve certain kinds of problems that they had trouble solving themselves. Like a lot of people who start consulting companies, I … Read More

Don’t Pitch Your Solution Too Early

You’ve finally scored the big meeting with the dream prospect. They have expressed strong interest in your company and seem like a great fit for your services. As the Very Important Top Officer (wow, she’s actually in the meeting!) kicks … Read More