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I live in a world where I am required to continually raise the performance of my sales team worldwide.

Any time I come across an idea that I find successful in my own business I like to write it up as a blog post to share it others who are also focused continually on raising sales performance.

Here’s a selection of those articles…

FREE Business Proposal Course

FREE Business Proposal Course

This FREE business proposal course takes you step-by-step through everything you need to know about successful proposal writing. This blog has a real wealth of proposal guidelines and tools that will make your proposal writing more effective than it has ever been. There’s nothing to stop you simply browsing all articles under the category ‘Writing Business Proposals’ and the many links in the various articles. But if you want to get a step-by-step overview of what it takes to write highly successful and persuasive business proposals then follow the course below. The course starts out by looking at a definition of a ‘Winning’ business proposal – and then goes through the entire proposal writing process: from making the ‘bid/no bid’ decision, through analyzing the client requirement & building a winning solution – all the way through to what to do when you get the client’s verdict on your efforts. Each one of the 12 modules provides practical tools and tips on how to produce proposals that are vastly superior to those of your competitors. I suggest you start at the first step in the process below and work your way through the entire proposal process – step-by-step. But if you’re just looking for guidance on one of the areas mentioned then simply click on the link that most interests you. This is the only instant business proposal course anywhere on the internet – enjoy! FREE Business Proposal Course Step 1: What is a Proposal? Step 2: Should we Bid? Step 3: Analyze the Requirement Step 4: Develop a Winning Solution Step 5: Run a Pre-Proposal Review Step 6: Select a... read more
WATCH YOUR THOUGHTS…

WATCH YOUR THOUGHTS…

Here’s a thought for the day – on thoughts themselves…Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become character. Watch your character, for it becomes your destiny. How  scarily true! Watch your thoughts today – they are the Genesis of much of what comes your way in life I stumbled across this online and could not find the author to credit it – if it’s you please let me know and I’ll do so. Have you experienced the affect of simple thoughts on your life? Use the Comments feature below to share your experiences &... read more
THE IMPACT OF TOUCH IN BUSINESS-1

THE IMPACT OF TOUCH IN BUSINESS-1

Touch is one of the most effective tools a leader has at her disposal to build the trust that develops and deepens the relationships with the people they wish to engage. In this first part of a two-post series we look at why touch is so effective, and at how to use it appropriately to enhance your business relationships. The Power of Touch As the largest organ in your body, representing about one fifth of your total body weight, and one absolutely covered with nerve endings, your skin is one of the most important interfaces you have with the world around you and those in it. Matthew Hertenstein, a psychologist at DePauw University in Indiana found that blindfolded candidates touched by complete strangers could distinguish eight distinct emotions ranging from love to gratitude or disgust.  “We used to think that touch only served to intensify communicated emotions” he said, but his research shows that touch is a “much more differentiated signaling system than we had imagined”. You can reassure, support, praise, console or even correct using the swiftest of touches.  Touching can calm the angry or anxious, raise the spirits of the depressed, reassure and comfort the grieving.  Consider comforting someone in grief – which is more effective: some comforting words or putting an arm around a shoulder / taking their hands? But good touching is also beneficial to those doing the touching. Just like smiling, touching or hugging triggers the release of Dopamine and Serotonin, the two ‘feel good’ hormones mentioned in an earlier post on smiling.  It also triggers a reduction in Cortisol, the hormone that promotes... read more
Business Proposal Presentations

Business Proposal Presentations

Great business proposal presentations are critical. Having completed the whole proposal development and production cycle, producing a proposal which offers the client the best of all possible solutions, many proposal writers will put their masterpiece into an envelope and dispatch it by post or courier. But formal proposal presentations can often be the difference between success and failure – and where possible you should always look to make a formal business proposal presentation. What if I’m Not Allowed a Business Proposal Presentation? In some situations you will not be given the opportunity to make a proposal presentation – if that’s your current situation then I’d suggest you skip past this module and go directly to Module 11 ‘Write a Great Proposal Cover Letter’ . My book, Winning Business Proposals, becomes available in e-book form in Q1 2010. There is an entire section of the book devoted to a step-by-step approach to developing and delivering unbeatable proposal presentations. If you’d like to be alerted when the book becomes available please send me your contact details using the form at the foot of this page. Meantime, this is a very much shorter overview of how to create business proposal presentations. Building Your Business Proposal Presentations A successful business proposal presentation contain all of the eight elements illustrated in this figure . Each step is discussed in detail below. Part 1: Presentation Opening As with all interpersonal communications, the first few minutes of business proposal presentations often make or break the presentation – they set the tone for the whole presentation. Introduction. Your initial words in opening your business proposal presentations should... read more
Proposal Evaluation time – What If We Lose?

Proposal Evaluation time – What If We Lose?

Get an unsuccessful proposal evaluation? It needn’t be a total loss. Achieving a consistent 70% hit rate with your business proposals would probably keep you quite happy. Yet a 70% hit rate in the proposal evaluation process means losing half as many sales as you win. Many people would accept these losses are the price paid for the wins they value so much, and simply write them off. End of story. The challenge is to turn short-term failures into longer-term successes, to get some return on the investment of time, effort and resources. If you can achieve this then losses during proposal evaluation become part of winning, contributing towards your goal of winning an ever greater share of the business you target – getting you closer to a winning proposal. The single most effective tool for exploiting losses is the “De-brief” meeting. The De-Brief Meeting De-briefing is hardly rocket science, all it amounts to is returning after the proposal evaluation process is complete and asking the client why you lost their business – and using that information to reduce the possibility that you might lose that way again. Even so, most sellers, even some of the better ones, do not employ any sort of de-brief mechanism – some because they don’t want to dwell on the negative aspects of a loss, and some because they don’t feel entitled to ask the client for such feedback. If, however, you make it a goal to improve on the basis of lessons learned from lost business, then De-briefs are entirely positive experiences that move you closer to more and more successful business... read more
HOW TO WRITE A BOOK TO ENHANCE YOUR PERSONAL BRAND – STEP 8

HOW TO WRITE A BOOK TO ENHANCE YOUR PERSONAL BRAND – STEP 8

Writing a book will enhance your career prospects and dramatically enhance your personal brand. This is the last in an 8-post series on how to write a book – without putting your life on hold. If you’ve stumbled across this post without reading the previous posts, I’d strongly suggest you check out the first seven posts in the series on how to write a book – starting with the introduction to the series. Here are the last three steps in the process I have used to write my own books: 1. Build in Transitions Transitions are words or phrases used to smooth the borders between one idea and another, one statement and another, one section and another. They include words and phrases like “therefore”, “happily”, “consequently”, “however”, “yet”, “nevertheless”, etc., or can be questions like “but how is this achieved?” or “why is this?”.  There are many more examples of transitions here.  Every idea or point that you present should lead readers towards the next point, should encourage them to continue to read and follow the line of your argument. Quite apart from saving them effort, good transitions also ensure that readers do not make the wrong connection between the various points that you are presenting. Begin to read through the sections of your outline.  Consider how easily you are drawn from idea to idea, how each idea fits under its heading. You will find many ideas which present themselves as isolated paragraphs nestling under your remaining headings. Consider the message which the heading suggests this section will convey and begin to build transitions between each of the separate ideas... read more

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