Sales
How to Lose a Proposal in 5 Ways: What Not to Do
When you write a lot of proposals, it can be easy to fall into the habit of doing things the same way every time. But some of those habits might actually be hurting your chances of closing the deal. Here’s my checklist of what NOT to do when writing a business proposal.
Need Sales, Feedback or Business Advice? One Simple Rule For Effective Cold Outreach
Connecting with people for sales, advice, feedback, and partnerships is paramount to running a successful business. Here’s how to reach out to strangers in a way that’s respectful and gets a response.
5 Ways to Align Your Marketing and Sales Teams
While the legendary marketing and sales rivalry may be older than the cold call, aligning their activities is critical to improving business performance, and profit. When sales and marketing work together, they can impact ROI, productivity, and growth. Here's how to align your teams.
The Art of Persuasion: How to Write Proposals that Convince and Convert
Your business may have the smartest smarty-pants in your industry but if you can’t convince potential clients of that, then none of it matters. The whole point of a proposal is to persuade your prospect to say yes. Here’s how to write a business proposal that convinces clients and converts like a rainbow-pooping unicorn, with compelling examples from the masters of persuasive writing: advertisers.
6 Ways Your Customers Behave Irrationally & What You Can Learn From It
According to behavioural economics, we’re all irrational consumers, making poor decisions that make no sense. Understanding the motivation behind how your customers will behave predictably irrationally could give your business a competitive edge.
Going after that Big, Public Sector Client? 4 Steps to Make it Profitable
Working with government clients is very different from working with private companies. Here are four things to consider to battle the red tape and bureaucracy that can ruin a public sector project's profitability.
How Agencies Can Create a Repeatable System for Generating Leads
Trapped in the endless cycle of feast or famine? Here’s my suggestion for a sales system that consistently delivers new leads without wasting time on coffees with unqualified prospects.
Are You Really Listening to What Your Lead is Saying?
People want to be listened to. It makes them feel important, respected and understood. Making clients feel like they’re being listened to will strengthen your relationship with them, and help you close more deals.
How To Upsell and Cross-Sell Effectively
If you’re trying to increase your agency’s revenue (and who isn’t), upselling and cross-selling to your existing clients should be a no-brainer. If done right, it can strengthen your relationship with clients, establish your credibility as a valued partner, and improve your profits. Done wrong, and you’ll be viewed as a seedy salesman in a polyester suit.
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