It’s almost that time of the year again, when people start 2017 strategic planning. Before you do, look at this chart, from WaitButWhy.com. Each row is a year and each box is a week. While planning for next year … Read More
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Make Your Proposals Stand Out (and Win)
If you find your prospects aren’t taking action, or aren’t moving forward with you, here’s how you can make your proposals stand out and win more often (and at higher price points). Last time we looked at who is the … Read More
What do you think?
I’m always sharing my thoughts on this blog, but I’d love to hear from you… It’s always good to know more about your readers, and to learn from them. Especially as I’m getting read to launch the Sales for Nerds … Read More
“Raise Prices” Marc Andreessen says you should
Silicon Valley legend Marc Andreessen (@pmarca) was on Tim Ferriss’s (@TimFerriss) podcast recently, and Tim always asks his guests what they would put on a billboard. Marc said two words: “I’ve got one, I’ve actually thought about hiring a skywriter to … Read More
The 3 Levels of Pain for a Compelling Proposal
Writing a strong proposal requires a good understanding of the prospect’s pain point(s). However, the way many people have these discussions only scratches the surface of the pain, which leaves you without a complete picture of the problem, and therefore … Read More
The Hardest Advice to Follow
Is usually your own. Last week I wrote about how to multiply the value of your content, because this is a problem I face along with many of you. I knew I needed to do a better job with this. … Read More
How to Multiply the Value of Your Content
Great content is great. It’s also really hard to produce and who has time for that, anyway? You can take a page from Oprah’s book and multiply the value of your content creation efforts by spreading their impact, or repurposing. … Read More
The biggest mistake in marketing (according to Seth Godin)
I was listening to Seth Godin’s Q&A session on The Tim Ferriss Show, and I recommend you listen to the whole thing, but the first question was, “what’s the biggest mistake marketers make?” Godin said (and I paraphrase, I was … Read More
How to turn a sales conversation into a proposal
How many times have you had a great meeting with a prospect, had the prospect ask you for a proposal, think, “I’ve got this one”, and then sit down and realize the proposal isn’t going to be as easy as … Read More