Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal directly relates to your level of success. Write a great proposal and you'll get the contract or make the sale. Write a ho-hum proposal and your prospect will go elsewhere.

Regardless of the product or service you're pitching, your prospect makes his or her ultimate decision based on how you write the proposal, not the product or service itself. That means even if you have the best product in the world, if you write the proposal poorly, you probably won't get the deal. A lesser quality product or service may very well beat you out just because the other person knew how to write persuasively.

For any proposal you submit, realize that your prospect is likely reviewing at least twenty others. Therefore, your job is to make your proposal not only stand out, but also get selected as the bidder of choice. To increase the odds of your proposal winning, follow the proposal writing guidelines below. Doing so will enable you to get the "yes" you deserve.

1. Always use the prospect's correct name, title, and company name. While this may sound obvious, many salespeople and business owners send proposals to the wrong person, or they misspell the prospect's name or company name, or they write an incorrect corporate title. Such oversights make a negative impression and alert the prospect to the fact that you're careless. If you don't know how to spell someone's name or his or her exact title, call the person's office and ask. While you're at it, verify the street address and company name. Is the prospect's title that of Sales Director or Sales Manager? Is the company an Inc or an LLC? Are they located at 41 Buckingham Street or Avenue? Prospects look at these details to get a feel for your professionalism and attention to detail. Pay attention to the details every time.

2. Always include a cover letter that includes the reason for your proposal.

Since your prospect is likely reviewing more proposals than just yours, include a brief cover letter that recaps any conversations you've had and that clearly states why you're presenting your proposal. After all, if you don't state why you're sending this 10-30 page document to someone, why should they bother reading it? For example, you could write, "I am enclosing the proposal we discussed on June 1 that will introduce you to the ABC widget. Based on your stated needs of (state the needs), you will see in the proposal that this widget will (state the benefit)." Too many salespeople fail to state a reason for the proposal. But if you don't give people an immediate reason to keep reading, you'll miss your chance to capture their attention. A lonely proposal in an envelope or attached to an e-mail gets absolutely nowhere.

3. Always include an immediate, brief overview of your product or service.

In one opening paragraph, state what your product or service is, what pain or challenge it solves, and how your prospect will benefit from what you offer. Stick to the facts. Resist the temptation to make your product or service sound grander than life. Phrases like "first," "only," "greatest," revolutionary," and "groundbreaking" typically raise red flags and indicate that you're exaggerating.

4. Always include research and development information.

Your company has likely done plenty of research into your product or service, so highlight the findings in your proposal. Show your prospects that they're getting more than just any old product or service. Show them all the benefits they'll get when they invest their time and money into your solution, and why that investment is worthwhile. Highlight any intriguing findings or principles that relate to your prospect's challenge. Show them that your company knows what they're going through, have done the research for them, and now have the best solutions for their needs.

5. Always write in chunks.

A business proposal is not a book or a magazine article. Structure your proposal so your prospect can skim read it and pull paragraphs out as needed. Think in sound bytes and text block chunks. Why? Because studies show that people have greater comprehension and longer retention when printed information is presented to them in bullet points, numbered lists, or some other format that sections out pertinent details.

6. Always include all the important technical details.

Make sure your proposal lists the small but important technical details your prospect will need to know. How many items come in a case? How many user licenses does it include? How long of a warranty is included? Does the price include service calls, consultation, or training? If so, how much? Don't let your prospect guess about anything. Make it easy for them to get the facts so they can make a quick and informed decision.

7. Always state the obvious.

Remember, the prospect reading your proposal does not know much, if anything, about your product or service yet. So just because you know that an accounting computer program can calculate and create employee paychecks, don't expect your prospect to make that assumption. They need to read everything, even the obvious, or they may not realize all the features and benefits your solution provides.

8. Always write for an eighth-grader.

Most mainstream and business publications are written at an eighth-grade level, so no matter how complex your product or service is, keep your proposal geared so that an eighth-grader can understand it. This is not to imply that your prospect is dumb or uneducated; rather, he or she is a busy professional who is pressed for time. Your prospect wants the information presented in the simplest way. So resist the temptation to impress people with your big words and over-complex solutions. Instead, impress them with your knack for making a complicated solution easy.

9. Always use good grammar.

Sure, you want your proposal to gain attention, so breaking some grammar rules for added impact or emphasis is okay. But don't overdo it or you may appear careless. Remember, you're selling a professional solution. If your proposal is riddled with errors, your prospect may think your solution is too. Always have a co-worker or professional editor read your proposal prior to sending it. In today's marketplace, bad grammar could cost you the sale.

10. Always make a compelling call to action.

What do you want the person reading your proposal to do? Buy your product? Contract for your services? Stock your merchandise in his or her store? Whatever action you want your prospect to take, state it clearly. "I recommend you begin by placing an introductory order for 500 piece." "I suggest we start with a three-month consulting contract." "I recommend you devote three shelves to this product." Tell them precisely what you want.

The Winning Proposal

As any business owner or salesperson knows, "you're only as good as your last proposal." So commit to enhancing your business proposals, and focus on writing effectively and persuasively. By following these pointers, you'll be 10 steps closer to landing that next deal.

Dawn Josephson, the Master Writing Coach?, is President and founder of Cameo Publications, LLC, an editorial and publishing services firm located in Hilton Head Island, SC. Dawn empowers leaders to master the printed word for enhanced credibility, positioning, and profits. She is also the author of the book Putting It On Paper: The Ground Rules for Creating Promotional Pieces that Sell Books and the co-author (with Lauren Hidden) of the new book Write It Right: The Ground Rules for Self-Editing Like the Pros. Contact her at [email protected] or at 1-866-372-2636.

In The News:

Robust Sales Growth Makes These 5 Stocks Worth Buying Now  Yahoo FinanceRise in sales is a key measure for any company, as it is important for growth projections and strategic decision making.
The Seven Things Smart Sales Managers Do In A Coaching Session  Radio & Television Business ReportWant to take your coaching game to the next level? This freshly penned column from expert sales trainer Barrett Riddleberger is worth six minutes of your time.
neurolens Appoints Matt Swartz as Vice President of Sales and Business Development  GlobeNewswireSwartz Joins Leadership Team to Champion Innovation and Differentiate Independent Optometry.
Former Patrón and Grey Goose CMO resurfaces at cannabis brand  The DrumLee Applbaum, the Bacardi exec previously charged with heading up marketing for Patrón and Grey Goose, has been named chief marketing officer of cannabis ...
Studying Sales Management in Farm Equipment Dealerships  Farm Equipment PublicationSales management in farm equipment dealerships is undergoing major changes in which measuring the performance of the salesforce is becoming increasingly ...
Eightfold.ai Appoints Sandesh Goel as Managing Director of New India Office  CRN.inEightfold.ai, the creator of the Talent Intelligence Platform, has announced the appointment of Sandesh Goel as Managing Director for India operations.
Boral Building Products announces changes to sales management team  Lesprom NetworkBoral Building Products has promoted Mark Foltz to Director of Retail and National Accounts and has hired Steve Wickham as Director of Sales – East.
How GameStop’s Management Aims to Win Back Investors’ Trust  Motley FoolThe retailer made some concrete predictions about improving operating trends after reporting surprisingly weak second-quarter sales.
Sales Pipeline Management Software Market to Make Great Impact in Near Future  NewsVarsityGlobal Sales Pipeline Management Software Market: Overview. With increasing competition in most of the industries, high demand for selling products/services ...
New Relic Cuts 2020 Sales Guidance, Announces Changes In Management  BenzingaNew Relic (NYSE: NEWR) has reaffirmed its second-quarter guidance and cut its sales guidance for fiscal year 2020 from $600 million-$607 million to $586 ...
Lead Management Market Estimated to be Driven by Innovation and Industrialization  NewsVarsityLead management isbusiness-to-business and direct-to-consumer oriented set of practices, methodologies and systems intended to generate and to qualify new ...
Transforming Branches into Advice Centers: The Long Road Ahead  The Financial BrandWe are at a critical intersection in the evolution of retail banking from primarily branch-based to today's world in which most consumer banking transactions are ...
Sales Lead Management: Are You a Victim of Failure to Follow-Up?  Customer ThinkI talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up ...
Why All Your Employees Need Sales Training  Business.comHow your employees represent your company impacts your bottom line, which is why you need to train all of them as salespeople.
ACTO and Teleflex Collaboration Leads to Improved Sales Performance and Wins Bronze in the 2019 Brandon Hall Group Human Capital Management Excellence Awards for Learning Technology Implementation  BioSpacePublished: Sep 17, 2019. TORONTO, Sept. 17, 2019 /PRNewswire/ - ACTO and Teleflex's Vascular Division won a coveted Brandon Hall Group Bronze award ...
SOMIC America Adds East Coast Sales Manager  Packaging StrategiesSOMIC America has hired Tim Howell as its new East Coast Sales Manager. He will be based in New Jersey and report to Peter Fox, Senior Vice President of ...
The Fastest Way to Fix Sales Performance  Business 2 CommunityHundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures ...
Kal Tire Chooses Quinyx as Its Workforce Management Provider  Business WireQuinyx, a leader in workforce management solutions, is pleased to announce a new partnership with Kal Tire, Canada's largest independent tire dealer.
Coulam and Wise join Loram Friction Management  Railway Track & StructuresLoram Friction Management welcomes John Coulam as Sales Engineer and Bruce Wise as Director of Business Development. Coulam's background is a ...
Radio's Most Important Awards Are Next Week  Radio InkAt the Radio Show next week in Dallas, Radio Ink's Radio Wayne awards will be handed out. The Radio Wayne awards recognize radio's best at sales, sales ...
IHeartMedia Philly Names New VP of Sales and Director of Agency Partnerships  Radio FactsiHeartMedia announced that Becki West has been named Vice President of Sales and Director of Agency Partnerships in Philadelphia, effective immediately.
Acrow Bridge Expands Northeast Presence With New Connecticut Office, Names Nick Rotondo New England Regional Sales Manager  GlobeNewswireInternational bridge and engineering company expands staff and services for the New England region.
Copper & Kings American Brandy Company - Regional Sales Manager- Southern California - BevNET.com Beverage Industry Job Listing  BevNET.comSeeking Copper & Kings Regional Sales Manager for Southern California.. Relevant work experience in wine and spirits is a must. Must be based in Los ...
Entravision Communications Corporation Appoints Robert McCauley as Senior Vice President of Integrated Marketing Solutions in the Palm Springs Market  PRNewswireSANTA MONICA, Calif., Sept. 16, 2019 /PRNewswire/ -- Entravision Communications Corporation (NYSE: EVC), a diversified global media and advertising ...
Inside Sales Manager - Paro  Built In ChicagoParo is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Zest Tea - Area Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comWhat is Zest Tea? Winner of Best New Product at the World Tea Expo, Zest Tea bagged and rtd sparkling tea both have 3x more caffeine than traditional tea and ...
GRAFE expands sales team  British Plastics and RubberGRAFE has expanded its sales team. Jean Annequin is the new contact for France, Steffen Schubert is in charge of the Central Germany area and Anna Gulyas ...
Sales Pipeline, Quantity or Quality?  Business 2 CommunityYou probably think this is a trick question, the answer is obvious, isn't it? Be careful before you respond too quickly…… Now, I've got you worried and wondering ...
Data Is Every Manufacturers' Greatest Strength In A Down Economy  Hellenic Shipping News WorldwideISM's August 2019 Manufacturing ISM® Report On Business® published last week reflects the manufacturing industry is heading into a recession. The ISM's ...
Uniworld adds Scenic & Emerald Waterways sales manager to UK team  Cruise Trade NewsJoining from Scenic & Emerald Waterways, where she was national sales manager for four years, Quinn will be responsible for the management of Uniworld and ...
Skilled Now Stacks Up International Endorsements for Career Certification Programs  Yahoo FinanceInternational vocational college networks and prominent global industry associations have endorsed Skilled Now's practical, job-based certification and training ...
Google Cloud steps up attack on Microsoft, AWS with major sales restructure  CRN AustraliaGoogle Cloud is stepping up its enterprise attack on rivals AWS and Microsoft with a major sales restructuring that places thousands of channel partners...
Bedgear Expands Sales Force  BedTimes MagazineMattress and sleep accessories supplier Bedgear, with headquarters in Farmingdale, New York, recently announced a number promotions and new hires.
WayFare Inc - Senior Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comOverview. WayFare Inc is looking for a best in class Senior Sales Manager to lead our rapid expansion. We are looking for a talented candidate who has the ...
“I Don’t Have Time To Coach/Do Reviews!”  Business 2 CommunityI sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the ...
MG America Hires Peter Spinelli as Sales & Marketing Director  Healthcare PackagingMG America, the U.S. subsidiary of MG2 of Bologna, Italy and a leading supplier of processing and packaging equipment, has hired equipment sector veteran ...
Fin Tech Sales Manager - Blackbaud  Built In AustinBlackbaud is hiring for a Fin Tech Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Just Mortgages appoints three areas directors to self-employed division  BestAdviceThree new area directors have joined Just Mortgages' self-employed division. Jonathan Phillips joined last week, while Preeti Ferrier and Lisa Whiteley joined in ...
Remote Asset Management Market – Top Companies, Sales, Revenue, Forecast and Detailed Analysis  OnYourDesksWith the increase in usage of wireless communications technology in the industrial and commercial applications, the demand of connected devices is expected ...
Tele Radio opens in Brazil  Heavy LiftUSA-headquartered remote control manufacturer Tele Radio has opened a facility in São Paulo, Brazil, due to strong regional demand.
Clinical Trial Management System Market 2019 Share, Scope, Trends, Industry Size, Sales & Revenue, Growth, Opportunities and Demand with Competitive Landscape and Analysis Research Report  Market ExpertClinical Trial Management System Market is analyzed with industry experts in mind to maximize return on investment by providing clear information needed for ...
The 2019 SPG Industry Leader Mastermind Series Hosted by David Findel  Yahoo FinanceThe Strategic Performance Group is honored to announce that the 2019 SPG Industry Leader Mastermind Series will be led by CEO David Findel, in October ...
85% Of Small Business Owners Report That Use Of Technology Aids Success  SmallBizGeniusAccording to a recent study, a vast majority of SMBs that use digital tools say these tools help them improve business performance and remain competitive.
Integrating Artificial Intelligence in Sales  BBN TimesThe integration of artificial intelligence (AI) in sales can help businesses score more leads, optimise new products and develop personalised marketing ...
Madewell Files For IPO In Split From J.Crew  ForbesMadewell filed for an initial public offering on Friday afternoon, setting the stage for its anticipated split from struggling parent company J.Crew. J.Crew had first ...
Marquis Advisory Group Gains 3 New Executives  Business WireSAN FRANCISCO--(BUSINESS WIRE)--Three internationally experienced senior executives have joined San Francisco headquartered Marquis Advisory Group.
Lexington Marriott City Center names sales manager – Lane Report | Kentucky Business & Economic News  The Lane ReportLEXINGTON, Ky. — Kelsey Hooker has been named sales manager at the Lexington Marriott City Center and Residence Inn Lexington City Center.
loanDepot Opens Two New Hawaii Locations  National Mortgage Professional MagazineloanDepot has announced the opening of two retail locations on Oahu and Maui, which will be led by established Hawaii mortgage industry veterans, Jason ...
Women and Tech Sales Make a Perfect Match  Business 2 CommunityWhen the word “sales” is brought up, what first comes to mind? Perhaps you picture a man hustling to close a major deal, or a man speaking aggressively over ...
Tag: Treasury and Risk Management Software Sales market  OnYourDesksTreasury and Risk Management Software Market Innovative Strategy by 2025 | ION, Murex, FIS Global, Finastra, SAP, Edgeverve, Calypso Technology, Wolters ...
iHeart Promotes West In Philly  Radio InkBecki West has been named Vice President of Sales and Director of Agency Partnerships for iHeartMedia Philadelphia. Additionally, West will continue to ...
Isuzu Power Solutions taps Lawson for sales management role  Australasian Transport NewsIsuzu Power Solutions (IPS) has appointed Troy Lawson as its sales manager for South Australia and New South Wales.
Sales Software Market to Witness Huge Growth by 2025 | Aptean, Infusionsoft, Infor, Oracle  Research NewscastAMA Research added a comprehensive research document of 200+ pages on 'Sales Software' market with detailed insights on growth factors and strategies.
Patient Safety and Risk (PSR) Management Solutions Sales market  OnYourDesksPatient Safety and Risk (PSR) Management Solutions Market SWOT Analysis including key players RLDatix, Verge Health, Riskonnect Inc. September 17, 2019 ...
Hidden tech gems to invest in now, picked by a mutual-fund manager with a great track record  MarketWatchYou don't have to own the big tech stocks to make decent profits. Here are six lesser-known gems that are ready to take advantage of coming trends in tech.
Somic America adds sales manager  Packaging WorldSomic America hired Tim Howell as its new East Coast Sales Manager.
[Video] Topcon Agriculture at the 2019 Dealership Minds Summit  Farm Equipment PublicationDave Orr, business development manager for Topcon Agriculture, talked with Farm Equipment at the 2019 Dealership Mind Summit in Peoria, Ill. A title sponsor ...
SAP's German users demand more help with digital shift  ReutersBusiness software group SAP should be more responsive in meeting the needs of its customers as they make the transition to the digital era, the user community ...
Sales Performance Management (SPM) Market Global Insights and Trends 2019, Forecasts to 2025  Industry SegmentThe report titled “Sales Performance Management (SPM) Market” has recently added by Market Insights Reports to get a stronger and effective business outlook.
Omni Orlando Resort at Championsgate Appoints Jen Isham as New Senior Sales Manager  Hotel-Online.comORLANDO, Fla. — August 22, 2019 — Omni Orlando Resort at ChampionsGate announces the appointment of Jen Isham to Senior Sales Manager. Isham ...
Global Biometrics and Identity Management Market 2019 - Industry Production, Trends, Sales, Supply, Demand, Analysis and Forecast to 2024  Market Research ColumnistMarketResearchNest.com adds “Global Biometrics and Identity Management Market 2019 by Manufacturers, Regions, Type and Application, Forecast to 2024” ...
Business People: Northern Oil and Gas names new president  St. Paul Pioneer PressNorthern Oil and Gas, Wayzata, announced the appointment of Nicholas O'Grady as president, in addition to his current role as chief financial officer. Northern ...
Upstream Works Software Partners with Aceyus on Customer Experience Management Solutions  MarTech SeriesUpstream Works Software Ltd., a provider of Omnichannel Contact Center solutions, announced its integration partnership with Aceyus. Together, the ...
Alan Harrison Appointed Sales Director at Walker Glass  USGlass Metal & GlazingWalker Glass Company Ltd. has appointed Alan Harrison to sales director. Effective October 1, 2019, Harrison will begin transitioning into his new ...
B2B Salestech Adoption Prioritizing AI, Refining Sales Processes To Accelerate Deals  Demand Gen ReportMuch like martech, the salestech landscape — while still not as massive as Scott Brinker's Martech landscape — is growing. There are now more than 500...
Global Airway Management Devices Market estimated high sales by 2018-2025  ZMR News ResearchZion Market Research has recently updated its massive report catalogue by adding a *fresh* study titled “Airway Management Devices Market: by Product ...
City ends all plastic recycling | Local News  messenger-inquirerThe large green recycling bins for plastic were still in place Monday morning at Owensboro's drop-off recycling center on West Seventh Street, but they were ...
Long Tall Sally: Nexstar Ups Sales Pro To C-Suite Role  Radio & Television Business ReportThe man who has spent the last six years as a SVP/Regional Manager in the C-Suite of one of America's biggest broadcast TV companies has just been ...
Software Sales Representative  Charlotte AgendaOverview: POS Nation provides point of sale software to retailers and restaurants across the country. We bundle our software, hardware and services to create ...
TÜDEMSAŞ's Regulation on Assessment and Sales of Surplus Assets has been published - RayHaber  RaillyNewsTurkey Railway Machines Industry Inc. Surplus Assessment and Sale of Assets Regulation. Railway Machines Industry Corporation of Turkey: ...
WX Brands Promotes Bryan Moreno to Senior Vice President of Global Sales  wineindustryadvisor.comNovato, CA—September 10, 2019— Today, WX Brands is pleased to announce the promotion of Bryan Moreno to Senior Vice President of Global Sales.
ElectraMeccanica Appoints EV Auto Industry Executive David Neace as Director of Sales  GlobeNewswireFormer Tesla Sr. Program Manager to Lead Sales Program for ElectraMeccanica.
RFMW names business development manager RF Power  evertiq.comRFMW announces that Philip Knights has joined their organization as Business Development Manager – RF Power products, reporting directly to Mike Carroll, ...
Tech company Pipedrive opens second U.S. office in St. Petersburg  Tampa Bay TimesPipedrive offers sales management tools for small sales teams that need to manage lengthy or complex sales processes.
Top Mobile Collaboration Apps that Highlight Key Product Management Trends  Business 2 CommunityThere are 1.8 million apps in the world – and this is the number for the iOS software only! Today, we enjoy the abundance of mobile tools more than ever before.
Outage Management Systems Market 2019 Global Industry- Key Players Analysis, Sales, Supply, Demand and Forecast to 2025  Rapid News NetworkOutage Management Systems Market 2019 Report imparts a substantial summary of Industry Status as well as, Recent evolution, Product identification, and Key ...
Bonneville/Seattle Shuffles Programming, Sales Management Duties  All Access Music GroupIn the wake of RYAN MAGUIRE's exit as Dir./News and Programming at BONNEVILLE News-Talk KIRO-F/SEATTLE, as first reported by ALL ACCESS last week ...
BEDGEAR Expands Sales Force and Supporting Sales Teams  Furniture World MagazineBEDGEAR recently announced six strategic new hires as well as the elevations of three employees within the company that will help to support growing sales ...
Sales Performance Improvement, Where to Start  Business 2 CommunityI wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?” Here are some ...
These are the 28 hottest tech startups to work at, according to LinkedIn  Business InsiderBumble, Coinbase, Bird, Lime, and DoorDash are among the startups LinkedIn identified as the best to work for in 2019.
Aesthetic Management Partners Appoints Mr. Steve Catone as Vice President of Sales  Business WireAesthetic Management Partners, a business propeller that delivers growth and innovation strategies in the aesthetic industry, announced today that the.
Monday, September 16, 2019  TALKERS magazineSAVE THE DATE: TALKERS and The Epoch Times to Co-Present a “Talk Media Forum on US-China Relations” in NYC on October 1. A 90-minute panel ...
Animal Breeding Management Market 2019 Share, Scope, Stake, Trends, Industry Size, Sales & Revenue, Growth, Opportunities and Demand with Top Key Players: Boehringer Ingelheim, Zoetis, Merck, Elanco, Bayer, Virbac, Ceva Sante Animale  Market ExpertThe Global “Animal Breeding Management Market” 2019 study report provides information on market size, market share, trends, growth, cost structure, dose, ...
Global Contract Lifecyle Management (CLM) Software Market Sales Revenue 2019 - IBM Emptoris, Model N, Icertis, SAP, CLM Matrix  News CoedGlobal Contract Lifecyle Management (CLM) Software Market 2019 Production Value, Market Share, Supply Chain Analysis, Demand and Import/Export Details ...
Bill of Material Management Software Market Climbs on Positive Outlook of Booming Sales By 20219  The Market JournalAn extensive analysis of the Bill of Material Management Software market strategy of the leading companies in the precision of import/export consumption, ...
Business Spotlight: JDOT Media  Florida TodayJDOT Media guides clients in the right directions for success with strategic marketing and advertising.
Avery Brewing Company - Sales Director - BevNET.com Beverage Industry Job Listing  BevNET.comAvery Brewing Company. Sales Director. SUMMARY The Chief Sales Officer provides leadership, direction and resource stewardship to the organization's sales ...
Niigata Restructures North American Sales for Molding Machines  Plastics TechnologySales, *service* and support, parts and repair will be handled directly from Illinois HQ.
Edited Transcript of EAX.AX earnings conference call or presentation 28-Aug-19 12:30am GMT  Yahoo FinanceFull Year 2019 Energy Action Ltd Earnings Call. Parramatta, New South Wales Sep 17, 2019 (Thomson StreetEvents) -- Edited Transcript of Energy Action Ltd ...
Intent Data: A Direct Line into Prospects Ready to Buy Your Product or Service  Business 2 CommunityImagine sitting down at your desk, opening up your laptop, and discovering a button you'd never seen before on your browser homepage. That button, once ...
Increasing Average Order Value with Cross-Selling  Business 2 CommunityCross-selling is an extremely common sales technique designed to increase Average Order Value. (AOV) It's very similar to the upsell, which we've discussed in ...
VP Sales America – IT, Healthcare & Industrial Finance - 2639  Asset Finance InternationalOn target earnings $350,000 which are also totally uncapped. Earnings will be guaranteed at this level for at least 1 year potentially 2 years. Plus professional ...
DFIN Appoints Peter McMillan to Lead APAC Global Capital Markets  AiThorityDFIN Solutions, a leading risk and compliance company, announced the appointment of Peter McMillan as sales director of APAC Global Capital Markets.
Carty to head Virgin Media's agency business  Ireland's Marketing & Media Monthly MagazineFrankie Carty is the new head of agency business at Virgin Media Solutions (VMS) with responsibility for strategic leadership, management and development of ...
I Have a Problem With “Storytelling”  Business 2 CommunityStorytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting ...
101 Sales, Marketing & Agency Management Ideas; Market: High Net Worth, Intellectual Property; Corporate Profiles - Fall Edition  Insurance JournalInsurance Magazine issue from Insurance Journal. View the full issue for Insurance Journal West 2019-08-19.
Virgin Media Television Makes Key Appointments to Commercial Team  AdWorldVirgin Media Television has made a number of key senior appointments to its commercial team. Frankie Carty has been appointed as Head of Agency Business, ...
With RSN Arrivals, Sinclair Secures Jamison For Sales Role  Radio & Television Business ReportA woman who began her career in 1993 as an Affiliate Marketing Manager for Fox Sports Florida and since 2007 has been an executive board member of ...
[Video] Fastline Media Group at the 2019 Dealership Minds Summit  Farm Equipment PublicationJeff Rushton, vice president of marketing for Fastline Media Group, talked with Farm Equipment at the 2019 Dealership Mind Summit in Peoria, Ill. A title sponsor ...
[Video] Iron Solutions at the 2019 Dealership Minds Summit  Farm Equipment PublicationTodd Branson, senior national account executive for Iron Solutions, talked with Farm Equipment at the 2019 Dealership Mind Summit in Peoria, Ill. A title sponsor ...

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More