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Podcast
Featured Image: Ep #158: Where Your Sales Team Can Add More Value In The RFP Process
Podcast
Where Your Sales Team Can Add More Value In The RFP Process
If you haven’t sold the job yet, everyone who touches that buyer is a salesperson.
Featured Image: Ep 157: The Project Coordinator
Podcast
My New Favorite Job Title: The Project Coordinator
Project managers look at one job at a time. Planning teams look at all jobs, all the time.
Institutional buyers don't actually need your line item pricing. They just think they do.
Podcast
The New Era Of Line Item Proposals
Institutional buyers don't actually need your line item pricing. They just think they do.
Overcoming Single Level Objections
Podcast
Overcoming Single Level Objections
“That’s a lot of money” is surprise, not a negotiating position. Most sales objections are single-level, and one response solves them.
An Important Trend That's Already Affecting Your Pricing
Podcast
An Important Trend That’s Already Affecting Your Pricing
More buyers are asking for multi-year agreements because they’re tired of shopping and tired of unpredictable pricing.
Podcast
The Do’s and Don’ts of Successful Upselling
A customer asks for a screen, and you’re already pricing dress kits and scenic surrounds.