Topic

proposals

A collection of 113 issues

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

Using Dallas Newspaper JFK Welcome The Day He Was Shot To Question Bid Alternatives

[https://salespodder.com/content/images/wordpress/2013/11/welcomemrkennedy.jpg] History can be a baffling arbiter. Especially when ‘written by the winners’. I really struggle with revisionism, and this week I’ve felt bombarded by it. On the 50th anniversary of the US President assassination, documentaries abound. The most entertaining,

Can You Produce A Compelling One-Page Deal Summary?

[https://salespodder.com/content/images/wordpress/2013/11/heathrowhub-ad-Nov2013.jpg] So, let’s get this straight. Having lived under the Heathrow flight path for many a year – which means practically anywhere even remotely near London’s River Thames – and suffered repeated rude awakenings at 0600 as huge metal tin cans

Are You Too Precious About Your Own Branding?

[https://salespodder.com/content/images/wordpress/2013/10/boktownbar.jpg] Here’s a shot taken waiting at the bar of the Springbok Pub. A watering hole of renown, if not quite of the latest in decor, next to the railway line along from Newlands rugby stadium, just the other side

The Jelly Effect Andy Bounds

Here’s a book that cost me thirteen quid in an airport bookstore, not long after it was published in 2007. (The cover also says US$25). As the saying often goes, you pays your twenty dollars, spend your half-dozen hours and hope for one key must-do to take into

5 Million Worth Of B-Plan Tips

[https://salespodder.com/content/images/wordpress/2013/03/anyonecandoit_cover.jpg] I enjoy the occasional blog on business plan elements. I feel good ones show many facets that can be beneficially applied to sales proposals. From their book, Anyone Can Do It, the founders of the Coffee Republic high street

Options Paper

The civil war in Syria has vexed plenty of democratic minds over the past year. BBC political editor Nick Robinson reported [http://www.bbc.co.uk/news/uk-politics-20335345]that UK PM Cameron has decided we are now at the “something must be done stage”. This is because he believes the