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Austin Meetup March 26: Create Winning Proposals

How to create winning proposals and reduce sales stress

I’ll be doing a short talk on Thursday, March 26 at Sherlock’s at 183 and Burnet. Networking from 11:30-12, then a talk, with Q&A from 12-1. The meetup is free, but lunch is on your own.

The talk will cover some of my mistakes in proposal writing, and tips for how you can learn the easy way instead of the hard way like me.

• Create proposals that get accepted faster (and more often)

• Increase your deal size and profitability

• Stand out from the competition

• Grow your business faster with better proposals

• Reduce the sales stress related to proposal creation

RSVP here.

Workshop– Beyond the Number: Sales, Positioning, Pricing

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I’ll be doing a one day workshop for the Professional Pricing Society at their Spring Conference in Dallas on May 6. This workshop is about how you can’t just focus on the number in your pricing sheet, proposal, or negotiation. … Read More

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The Biggest Announcement from This Week’s Apple Event

The Biggest Announcement from This Week's Apple Event

Every nerd knows that Apple launched a watch (I’ll have another post about the pricing of this thing) and some really cool laptops this past week.

However, the announcement that will have the biggest impact flew under the radar. I’m excited about the possibilities this creates in a way that’s more accessible, cheaper, and effective than anything people have been able to pull off before. Nicely done.

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3 Tips for Never Discounting Again

3 Tips for Never Discounting Again

Sales guru Marc Wayshak has some great tips on avoiding discounting. Check out the whole post, but #3 is a highlight:

“#3. When you cut price, cut out deliverables.”

The Biggest Mistake Small Businesses Make Selling to Large Businesses

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You’ve landed the big meeting with the huge prospect that can catapult your small business to the next level. Your presentation goes well and they ask for a proposal. Don’t make the common, painful, sometimes fatal mistake that many small … Read More

New Snippets to Make Your Sales Proposals Pop

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There’s nothing wrong with simple text in a proposal. But sometimes you want to make your proposal stand out a little more. Here are 2 new public snippets you can use set off your headers. Both include images, a dark … Read More

5 Ways to Sell More at Higher Prices

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Marc Wayshak of Game Plan Selling fame posted some great tips on selling more, and at higher prices. Go check it out. I’ll add some bonus ideas: Give prospects more than one option. Sometimes, we don’t know exactly what we … Read More

Don’t Sell, Help

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I always hated “sales”. The stereotypical sliminess. The used car salesman trying to push junk on someone at an information disadvantage. When I joined the software world, I found plenty of these people. But I also found that the most … Read More

Customizable Rich Descriptions for Products in Proposals

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Sometimes you need to provide a customized rich description for a line item that’s different than the default description supplied by the product. Perhaps you want to remove language that won’t appeal to a particular prospect, add more details, display … Read More

Are You Presenting Your Proposal Too Early?

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The proposal is a critical piece of the sales process, but it’s not a goal in and of itself. Sometimes, though, we get wrapped up in things like “how many proposals did we send out this week?” If you’re getting … Read More