Sales
Sales
Getting in Front of the RFP
In this podcast, Tom Stimson talks about rethinking how you approach the RFPs that come your way, and how it...
Sales
Changing the Customer Conversation
I have been saying for many years that we have to sell the end result and not the plan. That...
Sales
Price Shopping is a Psychological War
Sometimes we have to deal with price shoppers, but they aren’t necessarily bad business - if you know to play...
Sales
Saved By Proposal
As an advisor, there is nothing more cringe-worthy to me than hearing a sales team discuss how their proposal is...
