More on How to Write a Proposal Before you send your proposal, take one more close look. Is the only quantifiable element the cost of your solution? In the spirit of my other thoughts on writing proposals: Writing a Project Proposal Outline When to Write a Project Proposal Before you Send That Proposal. . . […]
Wait, how much? My work in lead generation results in a special by-product. Pricing discussions. In this article, I’ll give you a framework and some language that clients find helpful in working through price and pricing. On the decision making continuum from simple to complex decisions in sales, these ideas are most helpful for complex […]
You’re Going the Wrong Way This morning I was in a sales meeting when a role play broke out. Listening to the questions and answers, I thought, “You’re going the wrong way!”
Google AdWords Campaign Planning Template, Worksheet This is my 3-Minute One Product, One Solution AdWords™ Worksheet. There’s a link to the pdf at then end that contains a sample filled out worksheet. I’m resurrecting this because I received a call from a client that I had designed a lead generation campaign for over three years ago. His niche […]
Assumed Knowledge This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2015 A wise friend listened to me explain a concept then reached out and stopped me from continuing. “Greg,” he said, “after listening to you, I know what my wife means when she says I suffer from assumed knowledge syndrome. I […]
Selling and Seduction While its hard to imagine in this day of mobile phones and deliverymen that try in vain to hide a bland corrugated cardboard box under your doormat, there was a a time when department store retail was new, fresh, unexplored territory that provided wealth and privilege to its owners. In the book Merchant Princes: An Intimate History of Jewish […]
Deep Down, We’re All the Same This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2016 “My industry is different.” I hear this regularly in response to my advice. “That may work for them, but our industry/people/ prospects/offer is different.” That’s true. That’s why, ultimately, you have to make it work for […]
Selling and Robots and AI and Doctors Bleep boop. News from the Chambers Pivot ticker tape. IBM’s Watson and Salesforce’s Einstein are getting together to make us smarter. It comes as I’ve been immersing myself in sales and marketing software. Researching dozens of the thousand plus startups promising to make selling automated. It’s a trend. A vision of the […]
How to be a Great Sales Manager You’ve seen me list the differences between the two roles here.
Measure Twice, Act Once: Simple, effective sales and marketing metrics How will we know it’s working? What if I told you that is a loaded question to ask a consultant? This teleseminar will identify communication traps that slow marketing campaigns and business development efforts to a crawl and then offer some advice on what works best when establishing […]
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