Proposals that Wow Prospects

by Tom Sant

Recently a major corporation invited six consulting firms to make one-hour pitches for an EDI project. Five followed the same basic presentation: -Company background and experience -Project team members and their qualifications, -Comments about billing practices -Timeline The sixth presenter began, "We'd also like to say a little about ourselves, but first we'd like to tell you what we know about the inventory problem that's costing you $250,000 every year."...

Sell At Your Full Price, Avoid Giving Away Profits

by Art Sobczak

It's an age-old dilemma: salespeople dropping their price at the first sign of resistance, or request for a better price. And the ones who do it, who cave in to price statements and questions, give away pure profit. Usually, needlessly. But perhaps they don't have the confidence or know-how to avoid it...

Brag Book: Waste of Time or Valuable Resource

by Teena Rose

On occasion, online forums reflect heated discussions on whether a brag book holds value or not. Much like the rest of the interviewing and job-search process, the book is only valuable if the interviewer perceives it to be. What that means is, not everyone will see a brag book as an important asset when introduced within an interview...

Get The Sales Job You Want

by Lee Salz

If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them...