Monthly Archives: October 2015

Language Matters, and You’re Not Fooling Anyone with Weasel Words in Your Proposal

Clear communication is essential to any group effort, especially when that efforts spans more than one company. Sales proposals are a prime example, but marketing materials and web copy also require a meeting of the minds. I should know. I’ve … Read More

Happy Back to the Future Day– Did your sales technology come from 1985

Happy Back to the Future Day. Or not. If your website converts leads like it’s from 1985, or you’re still using Word and Excel and email to create and close proposals, step out of your Delorean into 2015.

Vitamins versus painkillers versus heart surgery

In sales, people often talk about “vitamins versus painkillers.” People should take their vitamins, but they have a much stronger incentive to take their painkillers. If you get a lot of “that sounds great, but we’re just too busy right … Read More

Consultants Should Be More Like Doctors: Diagnose First, Then Prescribe

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