In the spirit of RFPs (the topic of my upcoming book RFPs Suck! –the cover of which many of you have helped me choose over […]
You Know You’ve Been Taken When: The Classic RFP Form Letter…
Friends of ours (not the Soprano’s version of the expression), recently participated in a large RFP. They lost, but under the category of “You can’t […]
From the Mail Bag: “Stupid Buyers”
What is a sales team’s likely response when their buyer involves a bunch of people in a sale who don’t know much about what they’re […]
New Podcast: One Deal. $22 Million. Really.
Selling Behind Enemy Lines Peter Farrow CEO/General Manager, Health Cooperative of Eau Claire Group Health Cooperative of Eau Claire just closed a $22 million piece […]
Performance-based Interview Questions for Sales Candidates
“Trading up” is a term I’ve been hearing a lot lately in the marketplace. CXOs are looking to improve the quality of their talent, so […]
Meet My Marketing Nag… (Somebody please save me)
Ever since i called my marketing partner a “nag” in my post about Twitter a couple weeks ago, she’s been wearing the name around like […]
A poem on RFPs by a reader! It is great!
You know you’ve done something right when one of your readers starts writing poetry about your work. Check out the fantastic poem about RFPs below! […]
Congratulations to our clients and friends!
We believe it’s important to keep score… Because our business revenue cycles run in four-month increments, we count on the trimester and we just finished […]
Tweeting my #@$!! Off: 7 Tips for Using Twitter to Make Money
When I was first exposed to Twitter, I was not just negative, I was militant. The idea that a 140-character message was an effective form […]
Podcast: Pitching Steve Ballmer
I recently had the opportunity to interview Simon Kelly, COO of Story Worldwide. Story Worldwide is a brand storytelling company that creates loyal consumer audiences […]
Trade-Offs
In her book On Death and Dying, Elisabeth Kubler-Ross addresses outlines the five-stage process through which people deal with life tragedies: 1. Denial 2. Anger […]
Mega-hunting Season is Now Open…
I’m working on some big sales right now with my clients. I act as either a member of their team or as a key advisor. […]