Educating is selling
Educating may be the pinnacle of selling. Educating the world at large, your target market, referral sources, clients, and prospective clients about why they need what you can expertly do for them is the highest and purest form of marketing. An education approach really helps with need recognition. If your market doesn’t know it has […]
Continue ReadingResponding effectively to (unspoken) questions in tenders, bids and proposals
Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]
Continue Reading3 essential win themes for tenders, bids or proposals to the financial services sector
When it comes to preparing your next tender, bid or proposal to the financial services sector it is a good idea to establish your key “win themes” at the outset. “Win themes” are those key selling arguments and messages that will be repeated, re-spun, and repeated again in several places and in several different ways […]
Continue ReadingWhy will a client accept your tender, bid or proposal? More key selling arguments
When it comes to key selling arguments for your professional services tenders, bids and proposals it can be hard to distil down precisely the benefits you bring and the value you offer. Here some questions and tips to help you strategically work through what it is exactly you are offering clients in your tenders, bids […]
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Feature article
Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales
How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs. Some of the more interesting and telling findings include: 52% of CEOs are […]
