The Austin Chamber of Commerce named Mimiran a finalist for the Austin Energy Technology & Innovation Award at the 2015 Greater Austin Business Awards. These awards recognize excellence in businesses and organizations in the greater Austin area. Winners are announced on August … Read More
proposals
Proposal content is critical, but looking good doesn’t hurt
There’s no substitute for clear, compelling content in your sales proposals. Easy to understand language, diagrams, images, and/or video that makes it clear you understand the prospect’s problem(s), and have the best path to the solution. A lot of people … Read More
Don’t Pitch Your Solution Too Early
You’ve finally scored the big meeting with the dream prospect. They have expressed strong interest in your company and seem like a great fit for your services. As the Very Important Top Officer (wow, she’s actually in the meeting!) kicks … Read More
Why Consulting Websites Are Terrible
I had a consulting website for a long time. It was terrible. Through various updates, tweaks, and relaunches, it got less terrible, but it was always terrible. Here’s why. In the early days of the web, you put up a … Read More
Meetup 6/17: How to Keep Your Pipeline Moving
Gary Smyth from Sandler sales training will be our guest speaker this month, talking about a critical sales topic: How to Keep Your Pipeline Moving. If you spend a lot of time that seems like “sales activity”, but have trouble … Read More
Embedded E-Signatures for Proposals
Mimiran has made it easy to accept proposals online. Now you can include an embedded e-signature in your proposal, and, if you allow PDF generation for that proposal, the PDF version. A merge field automatically creates the signature box. Once … Read More
Price Segmentation is Thousands of Years Old
If you’re not offering your prospects “good/better/best” pricing, you may want to catch up to the ancient Egyptians. According to the “Stuff You Missed in History Class” podcast, the embalmers offered 3 levels of mummification, with only the highest, “most … Read More
William Zinsser, Author of ‘On Writing Well,’ Dies at 92
B.B. King died, marking the passage of a blues giant. In less broadcast news, Zilliam Zinsser also died. Zinsser was the author of ‘On Writing Well‘, a classic that everyone writing proposals should read. (Confession: I haven’t read it.) His … Read More
Price Objections are Great
Some prospects will negotiate out of habit, almost out of obligation to see if they can get a lower price. After all, many vendors have trained them to do this. If you have a history of offering deep discounts at … Read More
Why People Misunderstand Each Other (and what it means for sales)
One of the biggest issues in sales and the delivery of the subsequent project, is keeping everyone on the same page. The buyer thinks they have specified very clearly what they want. The seller thinks they understand the requirements. The … Read More