Kurt Sima, on October 23, 2018
Proposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.
Greg Giersch, on October 2, 2018
Early in my sales career, I got a call from a veteran Account Executive across the hall. He worked for one of our other properties and saw that I was working with a prospect he was calling on. He wanted to set up a joint sales call. I was skeptical, since I'd recently met with that prospect, and the manager made it abundantly clear that he had already placed his budget for the year, and he was not open to new ideas.
Greg Giersch, on September 25, 2018
As a group of salespeople were gathered for their weekly sales meeting, their manager said he had an exercise on focus that they would complete first. The manager walked around the room and laid a sheet of paper, face-down in front of each salesperson. He then told them to all turn the handout over. On the sheet was a single black dot in the middle of each page.
