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Two business professionals analyzing documents together.
Strategy
The 10 Hidden Tests in Every RFP
Uncover what RFPs truly evaluate beyond design and pricing: ten qualities, including intelligence and rapport, that buyers use to assess potential partners.
How Big Is Small?
Podcast
How Big Is Small?
What makes a show “big”? Money? Complexity? High profile? In this episode, Tom Stimson challenges the industry’s obsession with show...
Business professionals in a meeting discussing sales strategies, with a woman explaining points to attentive colleagues.
Sales
The 3 Buyer Types That Control Your Sales Success
Maximize sales by understanding three primary buying styles. Adapt your proposal format and pricing presentation for confidence, value, and control buyers.
How to Hire Keepers
Podcast
How to Hire Keepers
In this episode, I tackle the biggest headache most companies face: hiring and keeping great talent. I share my proven...
Business professionals shaking hands after agreeing on a baseline proposal during a structured sales process.
Sales
Proposal Power: How to Set Baselines That Clients Accept
Boost closing rates by writing agreements, not proposals. Establish trust with a clear baseline budget, properly priced enhancements, and separate options.
How to Make Your Discovery Call a Mutually Beneficial Introduction
Podcast
How to Make Your Discovery Call a Mutually Beneficial Introduction
Are you conducting discovery calls at the right time in the right way? Discovery calls should happen MUCH earlier in...