Topic

proposals

A collection of 119 issues

Pinpoint Bid Message Cut-Through To Win Against The Odds

Or… Warning: No Cut-Through No Win. May I introduce a new addition to our selling lexicon; > cut-through. Example;“we won because we saw cut-through”. If your proposal does not possess this quality, then you have no message. I caught frequent use of this term by the chatterati surrounding the 2015

Your Double Page Spread Runway Benefit

[https://salespodder.com/content/images/wordpress/2015/04/lgw-runway-campaign-ad-400w.jpg] Almost eighteen months ago I remarked on a decent piece of Proposal design and presentation by London [http://salespodder.com/can-you-produce-a-compelling-one-page-deal-summary/]‘s Heathrow airport. Britain’s politicians have made a complete mess of expanding the capital’s jet capacity. Without

5 Lessons For Your Next Proposal Layout From UK Party General Election 2015 Manifesto Designs

[https://salespodder.com/content/images/wordpress/2015/04/libdem-manifestoart.jpg] The UK’s marathon election campaign is over. We’re not used to six-week slogs here. I thought I’d look at each national party’s published sales doc; their manifesto. I was surprised at the general level of inattention

See The Shape

[https://salespodder.com/content/images/wordpress/2013/03/photo-1.jpg] [/content/images/wordpress/2013/03/photo-2.jpg] Here’s something I witnessed in a restaurant. I thought it shone terrific light on an issue with a clear Sales analogy. The owner had bought some big white pumpkins. They love pumpkins,

Are Prospects Feeling Values Love The Linkedin Way

[https://salespodder.com/content/images/wordpress/2015/01/bloomberglinkedin.jpg] A screenshot from Bloomberg tv’s Studio 1.0. Proof that the most lame sounding pitch can turn an (eventual) profit. “Friendster for business” LinkedIn founder Reid Hoffman doesn’t seem to like that tag, nor “the startup whisperer”. I

Use This Charity Tip For Your Proposal Cover To Stand Out

[https://salespodder.com/content/images/wordpress/2014/12/estherrantzensilverlinereport.jpg] I caught the New Year’s Honours List coming out of London first on Sky News. One recipient interviewed earned a Damehood for starting two major charities. The most recent of these, The Silver Line, is a helpline for the

Apply Big History To Your Next Big Proposal

All the best Proposals and initial bid presentations have a section that can be loosely termed ‘how we got here’. It cannot be doubted that any such formality benefits hugely from the prospect realising that you really do understand their business. Better still with an almost forensic precision. One delivered

What's Your DNA In One Word?

I noted recently a 2013 NYTimes Corner Office [http://www.nytimes.com/2013/04/19/business/salesforcecom-executive-on-seeking-out-challenges.html] piece which touched on interviewing. From the bowels of crm vendor Salesforce, the advice of their top Ops guy was to know yourself well. The question he favours to uncover this is;

NewSell 1990 M Hewitt-Gleeson

[https://salespodder.com/content/images/wordpress/2014/09/newsell-book-cover.jpg] There’s a lot not to like about his quarter-century old text. The religious references, wallowing in cosmic mysticism, evoking the much derided lateral thinking sect and its flagstone success example being suspiciously more Marketing than Sales. Yet there is

The Little Used Pricing Trick That Helps Your Proposal Win

Here’s a great reminder I got from The Atlantic mag the other day. Never put solely a single pricing option in your Prop. They use the example of Netfilx testing prices [http://www.theatlantic.com/business/archive/2014/01/the-behavioral-psychology-of-netflixs-plan-to-charge-higher-prices/283367/] for their soaring video streaming services. The summary