Seller skepticism is a necessary component of sales and business mastery. It is often missing in today’s management strategy. We have all heard ad nauseum that today’s buyers are skeptical. How about today’s sellers? “Just Give Me Your Best Price.” How many of your prospective customers ask you this question? Do you cave into their request? Put… [Continue Reading]
Seller Skepticism. Got it?
10 RFP and RFQ Questions to ask yourself
What happens when you receive an RFP (Request-for-Proposal) or RFQ (Request-for-Quote)? If you are like me, your initial reaction is to get excited. It is wonderful to be sought-after, right? My advice: recover from your initial euphoria. Take a long look at what the customer is asking of you. Then be prepared to say No…. [Continue Reading]
4 Tips for Your Windshield Roadmap
I’m moving offices. You know what packing up is all about. What a pain! It’s easiest to put everything in boxes and be done with it. Easy yes. Effective no. I’m going through everything (yes everything) and eliminating what didn’t work and retaining what did. This is not a stroll down memory lane, although some… [Continue Reading]
Responding to RFPs
[Charles H. Green and I collaborated on this jointly-written blog post. It also appears on his Trusted Advisor Blog.] We’ve all been asked to respond to Requests for Proposal (RFPs). Many Requests for Proposal (RFPs) are well written, succinctly-worded, and play an important role in the intelligent procurement processes of well-run companies.While we both know… [Continue Reading]
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