Different verticals have different funnels, what does yours look like? — There are as many different variants of sales funnel as there are market verticals. A company delivers continued sales growth by selling more, and more sales mean more sales people. Those sales people need to be trained. Now, here’s the rub. …

The final frontier — Bring on the finishers! — Don’t flush your bid team’s huge effort away I have witnessed two and a half months’ effort of a bid and proposal team of 25 people almost flushed down the drain because nobody had planned properly for the production of a proposal. Whether your proposal is in hard-copy, soft-copy, or a mix of the two, it is much…

A single-page executive summary should say it all — You have about 30 seconds to grab your potential customer’s interest and keep it. They have to understand — at a glance — how your solution addresses their pressing problems. Your whole offering, no matter how complex it is, should be able to be described on a single page. Don’t…

Ground truth about tools for winning new business — I expect you have come across a lot of proposal writing websites that suggest that you will be winning bids because of their proposal writing courses. Bad advice! The more I research, the more I see claims made which just cannot be substantiated, or measured. It makes me cross This makes me irritated for…