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:

Sales Manager - Paro  Built In ChicagoParo is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Local Sales Team Development Manager  KTVNKTVN 2 News, a CBS affiliate, is looking for their next Local Sales Team Development Manager.
Weekend Unlimited Develops Sales Management System  Yahoo FinanceExtensive Consultation with Retailers and Sales Team Leads to Custom Solution that will Expedite Product Ordering, Delivery and Tracking. VANCOUVER, BC ...
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training  Harvard Business School Working KnowledgeWhen sales forces are well managed, firms can induce greater performance from them. For this study, the authors collaborated with a major multinational firm to ...
Strategic Sales Managers  SlatorSince 1991, Language Services Associates (LSA) has been providing Interpretation, Translation and Video Remote Interpreting to our corporate clients in every ...
Measure, Manage, Reward: The Pandora's Box of Law Firm Sales Management  JD SupraAfter years of investing in marketing, sales training and internal sales support, sales management is the next organizational function for law firms to develop.
Rosa Luke has been appointed Senior Sales Manager at Wyndham Grand Rio Mar Beach Resort & Spa  Hospitality NetWyndham Grand Rio Mar Puerto Rico Golf & Beach Resort, recognized as one of TIME Magazine's 2018 World's Greatest Places, announces the appointment of ...
Hospitality companies, hotels make 11 sales, marketing appointments  Hotel ManagementThe Leading Hotels of the World, Teneo Hospitality Group and properties across the United States have made new appointments in sales and marketing.
The 14 Sales Skills You Need to Master  Asia Radio TodayPeady's Selling Engagement. Let's start with an observation: In my opinion, most salespeople are overtrainedon their products and undertrained on sales skills!
Dabur Q1: Exceptional volume growth; beverages a concern to watch  MoneycontrolHighlights: Strong volume growth 9.6 percent aided by health and personal care portfolio. International business shows signs of pick up. Close. Volume ...
Fort Point Beer Company - Regional Sales Manager - Southern California - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Role. The Regional Sales Manager (RSM) oversees a team of Sales Representatives while also personally maintaining an account load of 20 – 40 key ...
Outsourced Sales Management Pioneer and Sales Leadership Author Mark Thacker Releases New Book Hope Realized  PRNewswireINDIANAPOLIS, June 27, 2019 /PRNewswire/ -- Mark Thacker, President and Co-Founder of Sales Xceleration, the pioneer in outsourced sales management for ...
Recreational cannabis company Weekend Unlimited unveils new sales management system  Proactive Investors USA & CanadaWeekend Unlimited Inc. (CNSX:POT) - The company is implementing a sales order and inventory management system with the goal of making ...
Aero Norway Strengthens Management Team With the Appointment of Klaus-Peter Leinauer as a New Director of Sales and Marketing  AviationPros.comAero Norway, the independent engine MRO provider and trusted partner for customers operating CFM56-3, CFM56-5B and 7B engines, announces the ...
Leading French Insurance Provider AG2R LA MONDIALE Chooses Vlocity to Digitally Transform Sales and Customer Operations  GlobeNewswireSAN FRANCISCO and PARIS, July 18, 2019 (GLOBE NEWSWIRE) -- Vlocity Inc., a leading provider of industry-specific cloud software, announced today that ...
What if WeWork defaults? Sales pitch at 110 Wall mulled scenario before a change-of-heart by Rudin  The Real DealIn the sales pitch for 110 Wall Street, brokers for Rudin Management gave voice to landlords' worst-case scenario involving WeWork: default. An offering memo ...
Regional Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Regional Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Manager, Account Management - Built In  Built In ChicagoBuilt In is hiring for a Sales Manager, Account Management in Chicago. Find more details about the job and how to apply at Built In Chicago.
Server Products appoints new VP of sales  Catering Insight USAServer Products has announced the appointment of David Maroun as its new vice president of sales. Maroun started the role on July 10th, and will oversee all of ...
3 Tips to Empower your Sales Team, Inspired by Top Sales Organizations  ForbesForward-thinking B2C organizations are defying the status quo and building sales organizations that put customers at the forefront and equip salespeople with ...
International Sales Manager/ Trader - native level German speaking with fluency  IamExpat in the NetherlandsUndutchables is hiring a International Sales Manager/ Trader - native level German speaking with fluency in North Holland, Amsterdam. Are you an expat ...
Papillon hires Tom Hickley as National Sales Manager  Hoard's DairymanPapillon Agricultural Company of Easton, Maryland has announced Tom Hickley as their new National Sales Manager, according to President David Briggs.
Xiaomi India sales head Deepak Nakra quits; set to join rival Realme  Business TodayDeepak Nakra stunned the smartphone market by stepping down as sales head for brick-and-mortar trade of Xiaomi India to join a rival bastion of Realme India ...
Massimo Zanetti Beverage USA - Regional Sales Manager - West - BevNET.com Beverage Industry Job Listing  BevNET.comCome join our sales team and work in the exciting world of coffee! Massimo Zanetti Beverage USA (MZB-USA) is the largest fully integrated coffee company in ...
40 Success Stories: When castLabs Worked to Develop APEX 0415  APEX MediaTo celebrate the 40th anniversary of APEX EXPO this year (register here), APEX Media is looking back at “40 Success Stories” in the form of its members' most ...
Justin Clauer Joins Derby Building Products as District Sales Manager  GlobeNewswireQuebec City, Quebec, July 09, 2019 (GLOBE NEWSWIRE) -- Derby Building Products Inc., manufacturer of TandoStone®, TandoShake®, and Beach House ...
AAT Kings recruits new sales manager for UK  Travel Weekly UKAustralia and New Zealand specialist AAT Kings has recruited Joanna Guest as sales manager for the UK, covering Heather Colbourn's maternity leave.
Report: Pallet wrap sales growing steadily  Supply Chain Management ReviewAccording to the report findings, pallet wraps sales are likely to grow by 3.2% YOY in 2019.
Verico Technology appoints contract manufacturing sales manager  Labels and LabelingVerico Technology has appointed Michael Lyons as contract manufacturing sales manager, effective May 13, 2019. Lyons will spearhead custom contract ...
New sales appointment at Ballyclare  Agg-NetWorkwear and PPE manufacturer appoints Jeff Burns as regional sales manager for Scotland and Ireland. BALLYCLARE, designers, manufacturers and ...
Weller Raises $3M in Series Seed Round  BevNET.comCBD-infused snack and beverage maker Weller has raised $3 million in a funding round led by Brand Foundry Ventures, the company announced Friday.
The 10 Cs of Sales Training  Business 2 CommunitySales training strategy is a vital component of managing a sales team. Here are 10 things to think about as you look at the way your salespeople learn and ...
China’s Biggest Private Sector Company Is Betting Its Future on Data  FortunePing An built an empire around safe and staid products like life insurance. Now it's betting its future on inventive uses of big data—and gearing up to do battle ...
Sales Analyst job, Cape Town, Observatory  Bizcommunity.comAre you a strategic thinker with strong communication skills? Are you passionate about sales? We want YOU! Summary of job: The sales analyst is responsible ...
Promotion and Marketing Manager job with Hearst Television | 401135  mediabistro.comPromotion and Marketing Manager in Baltimore , Experienced (Non-Manager), Producer, Creative & Design with Hearst Television. Apply Today.
Sales Management  The Industry JournalGlobal Data Warehouse Management Software Market Major Companies, Regional Production, and Industry Environment · Global Data Warehouse ...
How Sales & Marketing Can Prepare for the Looming Recession: CSO Insights' Sales Practices Study  MarTech AdvisorCSO Insights released a study on Sales Practices in June 2019. The report highlights the practices that correlate with sales performance and provides ...
Whirlpool Corporation Reports Strong Second-Quarter 2019 Results And Raises Full-Year Guidance  BenzingaBENTON HARBOR, Mich., July 22, 2019 /PRNewswire/ -- Whirlpool Corporation (NYSE:WHR) announced today second-quarter GAAP net earnings of $67 ...
Derby Building Products hires Clauer as district sales manager  LBM JournalDerby Building Products Inc., has hired Justin Clauer as district sales manager to support brand growth in the North Central region.
Trade Promotion Management Software Market by Product Type, With Sales, Revenue, Price, Market Share and Growth Rate by 2024  Market ReportsLatest Report Available at Analytical Research Cognizance, “Trade Promotion Management Software Market” provides pin-point analysis for changing ...
Cornerstone Joins Forces with Sandler Training to Launch Exclusive Sales Training Content Subscription  Yahoo FinanceCornerstone OnDemand , a global leader in cloud-based learning, talent management and talent experience software, and Sandler Training, the premier sales ...
Underperforming Our Potential  Business 2 CommunityAt the outset, I'll apologize. This post is likely to rub some executives the wrong way. The premise is that many organizations are under performing their ...
Director, Relativity Trace Sales - Relativity  Built In ChicagoRelativity is hiring for a Director, Relativity Trace Sales in Chicago. Find more details about the job and how to apply at Built In Chicago.
Mark Whittaker appointed as sales manager for LBE and FECs at Simworx  Attractions ManagementSimworx, a UK-based dynamic media-based attractions manufacturer, has appointed Mark Whittaker to the role of sales manager for Family Entertainment ...
South Side homes sales are among strongest in the city  Crain's Chicago BusinessThe South Side dominates in Crain's mid-year analysis examining areas where sales and median prices are rising and homes are selling faster.
Judson Reis to step down as Gorton's CEO at end of 2019  Undercurrent NewsJudson Reis will step down as president and CEO of US-branded processor Gorton's at the end of 2019, the company announced on Thursday. Reis, who has ...
Thunderhead and Proximity London Announce Partnership to Deliver Best-in-class Customer Engagement  MarTech SeriesThunderhead, the global leader in Customer Engagement and Journey Orchestration technology is announcing a strategic partnership with leading customer ...
Salesman Productivity: How to Measure It  Business 2 CommunityMeasuring salesman productivity has always been an important activity for sales managers. Now that businesses are more data-driven, it is even more crucial ...
Shake Shack's Growth Is Only Skin Deep  ForbesSHANGHAI, CHINA - JANUARY 24: The logo of Shake Shack is seen outside the Shake Shack restaurant at Shanghai Xintiandi on January 24, 2019 in ...
How to Find More Qualified Sales Prospects and Stop Chasing Your Tail  Business 2 CommunityNot all sales prospects are created equal, and the better you're able to quickly spot the differences, your prospecting and sales efforts will become more efficient ...
People Moves: SOUND Names New Sales Team Hires  BevNET.comSOUND Names New Sales Team Hires. Sparkling tea maker SOUND has added two new sales team members in preparation for omni-channel expansion, the ...
30-Year Chromatography Sales Leader, Ross Hansen, Joins Axcend as VP, Sales  PRNewswirePROVO, Utah, July 16, 2019 /PRNewswire/ -- Axcend® today announced that Ross Hansen has joined the company as its Vice President, Sales.
How to Structure SDR Sales Commission in an ABM world  Business 2 CommunityWant to know how to build an SDR sales commission structure an account-based marketing framework (and make your sales reps happier in the process)? ...
Former GVQ sales head joins boutique CG Asset Management  Investment WeekBoutique manager CG Asset Management (CGAM) has appointed ex-GVQ Investment Management sales head Theresa Russell as head of sales and ...
PITTSBURGH BUSINESS TIMES: BNY Mellon eliminating 'unnecessary management layers' across staff, sales, operations  WPXI PittsburghPITTSBURGH - means job cuts remain part of the strategy to offset technology and product investments. “This includes eliminating unnecessary management ...
Global Salon Management Software Market: Sales, Consumption, Demand and Forecast 2019-2023: Rosy, Millennium, Booker, Phorest Salon Software, Intelligent Salon Software, SpaGuru, Acuity Scheduling, ProSolutions Software, etc.  Financial PlanningIndustry Overview of Salon Management Software Market. The global Salon Management Software market research report studies market overview defining; ...
Financial Technology Veteran Jon Kuck Joins FI Navigator Management Team  Business WireFI Navigator Corporation (www.fi-navigator.com), a web-based data and analytics platform for the banking vertical, announced industry veteran Jon Kuck.
Technological Advancement in Global Sales Forecasting Software Market Forecast to 2023 | Zoho CRM, IBM, Capsule, SlickPie  PortNews24“Sales Forecasting Software Market” report includes – Industry Future Trends, Growth Opportunity, Experts reviews. A wide range of Applications, Utilization ...
BOMAG Appoints Cole Renken Vice-President of Sales & Marketing  ForConstructionPros.comBOMAG Americas, Inc. announced Cole Renken was appointed as the new vice president of sales & marketing. Renken will be responsible for developing and ...
Sales can't be taught in classroom  BizTimes.com (Milwaukee)I admit it. Like many business travelers, when I fly, I operate under a guideline of, “How indifferent can I act toward my seatmate without violating the norms of ...
New Hands on Deck  Trade Only TodayNew executives at Defender, Bluewater Yacht Sales and Premier Marine.
PTi Realigns Sales Team  Plastics TechnologyAdditions made as machine builder continues its emphasis on high-quality sheet extrusion its importance to the thermoforming process.
BUSINESS PEOPLE  Sarasota Herald-TribuneMote Marine Laboratory's Board of Trustees has elected Dr. Howard "Sam" Seider as chairman of the board, Maurice "Mo" Cunniffe as vice chairman, Scott ...
How Does Your CRM Manage Different Opportunity Types?  Business 2 CommunityWhy do so many CRM implementations behave as if every sales opportunity was created equal? If your organization is involved in B2B or transactional B2C ...
Post-MEG4 mooring for VIQs - What you need to know  Riviera Maritime MediaWith safety a paramount concern, Samson Rope Technologies' Isaac Rosenberg explains how MEG4 differs to its predecessor and the actions required to ...
Three Key Steps to Stop the Leaks and Improve Your Financial Results  Printing ImpressionsTo improve your overall financial results, it's important to look at the cost of being unproductive, the work being done outside your facility, and the pricing you ...
Taymar Sales U. Announces New Ticket Sales Management Contract with LSU  PR WebTaymar Sales U. founder and CEO, Mark Dyer, announced a new ticket sales management contract with SEC and national power LSU, the second school the ...
Oracle appoints David Bunei as Managing Director for Kenya  Standard DigitalOracle has appointed him as Managing Director for Kenya [Photo, Courtesy] NAIROBI, KENYA: Oracle has announced the appointment of David Bunei as ...
Global Output Management Software Market 2019-2024-Market Research Report Includes Analysis of Production and Sales of the Regional Market  Market ReportsA new research Titled “Global Output Management Software 2019-Market Research Report” provides the Professional and In-depth evaluation of scope of ...
ZINFI Releases New Complimentary Guidebook on Deal Registration Best Practices  GlobeNewswireLatest Guidebook in the ZINFI series focuses on the key components of an effective deal registration program, and provides practical advice for selecting and ...
Will I See You at the Dealership Minds Summit?  Farm Equipment PublicationIt's been just about a year since the 2018 Dealership Minds Summit wrapped up in Iowa City, which means we've been getting ready for this year's Summit for ...
Director of Development and Marketing  Charlotte AgendaOverview: This is a full-time position that requires someone who is skilled at multi-tasking, self-starter attitude, has a background in grant research and writing, ...
Why New Sales Managers Need More Training  Harvard Business ReviewMost sales leaders would agree with what one sales vice-president once told us: “If your first-line management is broken, the entire sales force will be ineffective.
Account Manager native level German in Utrecht, Amersfoort  IamExpat in the NetherlandsUndutchables is hiring a Account Manager native level German in Utrecht, Amersfoort. Are you an expat looking for jobs in English? Apply now!
Business on a leash | NZBusiness Magazine | The Business Magazine For NZ SME  NZ BusinessJane Boyd was frustrated by the poor quality of pet accessories sold in New Zealand, so she quit her sales career to launch a business marketing the world's ...
People: Account manager appointed; New accountancy firm partners announced; and more  The Business DeskA Bradford-headquartered business specialising in the distribution of pneumatic/compressed air products and process systems has appointed a new Key.
How B2B Sales Personalization Can Boost Your Results  Business 2 CommunityIf you aren't personalizing your sales approach, you could be leaving money, appointments and new customers on the table. While many argue that inside sales ...
How B2B Customer Experience Can Influence Sales Growth  Business 2 CommunityIn the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy ...
13 Stocks to Sell Before They Dive Even More  Kiplinger's Personal FinanceThe shares of these companies have already declined by 45%-85% in the past six months. Their mounting problems still make them clear stocks to sell.
Colorado Springs auto executives discuss succession, self-driving vehicles  Colorado Springs GazetteKevin Shaughnessy and Shawn Flynn are playing a big role in mapping the future of Phil Long Enterprises, Colorado's largest car dealer network.
InvestmentNews publisher walks amid massive staff turnover at UK-based Bonhill Financial Services one year after it buys Crain franchise  RIABizBonhill had 80% turnover in UK division last year; reportedly filling jobs with younger, lower-paid staffers in shift to digital, event focus.
Remi Le Grand to Lead BHS's Max-AI Recycling Robot Sales in Europe  Waste Management WorldEugene, Oregon based recycling equipment manufacturer, Bulk Handling Systems has appointed Remi Le Grand to the position of Regional Sales Director for ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
Vertu Motors appoints Andy Goss as non-executive chairman  AMVertu Motors has appointed former Jaguar Land Rover (JLR), Porsche and Toyota man Andy Goss as its new non-executive chairman following the departure of ...
Global Healthcare Workforce Management System Market Regional Landscape, Production, Sales & Consumption Status and Prospects 2019-2024  Ketchum Keystone -- An e-newspaper for the greater Ketchum Idaho communityHealthcare Workforce Management System Market reports provides a comprehensive overview of the global market size and share. Healthcare Workforce ...
'I AM NOT PUTTING UP WITH THIS SH*T' Mike Lynch raged at salesmen  The RegisterAutonomy Trial London's High Court has seen emails from ex-Autonomy CEO Mike Lynch in which he berated company salespeople for "a massive f***-up" after ...
“The Little King,” by Salman Rushdie  The New YorkerFiction by Salman Rushdie: “Here was a man at the peak of his career, a generous man, widely respected and even beginning to be loved. It is never pleasant to ...
10 Charts That Will Change Your Perspective Of AI In Marketing  Business 2 CommunityTop-performing companies are more than twice as likely to be using AI for marketing (28% vs. 12%) according to Adobe's latest Digital Intelligence Briefing.
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
$4 million settlement to family of 7-year-old girl killed by tractor driver triggers broader review by city i…  Chicago Sun-TimesInspector General Joe Ferguson is auditing the city's weed cutting program — and the selection of a private contractor to perform the *service* has been put on ...
Chipotle’s Earnings Are Coming. Here’s What to Expect.  Barron'sChipotle Mexican Grill is scheduled to report quarterly financial results on Tuesday after the market close. Here's a snapshot of Wall Street's expectations and ...
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
Driving Better Sales Performance Through Sales Management  Business 2 CommunityEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
Why Coaching Causes Some Sales Managers to Hold On for Dear Life  Customer ThinkOver the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply ...
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.

To Increase Your Sales and Revenue Make Sure To Add Value

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

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Baditude!

As a group of sales trainees took a break from... 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

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

Change in Sales Organizations Starts with Me

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

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

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... Read More

Five Steps to Maximize Success in Targeting For Growth

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

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More