ARTICLES

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Propositions, Proposals and Presentations

Tips for presenting your next proposal
Proposals that attract attention and get results
Communicate your key messages
Effective Audience Communication
Presenting to attract more business
What's in it for me?
Bringing to life what you offer
Turn your passion into your competitive advantage
How to use your "story' to induce action in your presentations
Sell the BIG idea first, the detail second
How to get your prospects to read your proposals
Outcomes for your Proposals, Presentations and Events
How to pitch and present a winning proposal

Prospect Identification

Prospects in the Pipeline
How to build and effective prospect list

Approaching Prospects

Calls to prospects
Approaching prospects
Your next prospect call - what to say in the first 30 secs
Balancing quality & quantity in sales activity

Attraction

Using evidence to attract prospects
Testimonials that attract business
Are you getting enough attraction action?
Demonstrate your way to new business
Get experienced and attract new business

Uncovering Needs 

Specific questions lead to precise solutions
Questions to get the prospect to say yes
REALLY listening to your prospect pays dividends

Rapport

When rapport is more than a chat over coffee

Enhancing Performance

Action to take to prosper in and after a downturn
Finding your inspiration to develop business
How to use WIP meetings to drive team performance
Achieve greater results in the next six months
How to build resilience and stay positive
Stop in the name of Performance!
Snowball your performance to attract more business
Improve Next Year's Performance This Year
Action to achieve this year's targets
Enhancing your team's performance
Don't be too quick to discount a new idea
The Key to success in business development
The key to achieving your targets this year

Closing the Sale

Closing the sale - getting your prospect to say yes
Closing the Sale - Inducing Action

Competencies to succeed in Sales

Sales tips to help convert your next prospect

Objections

Just send me a proposal!
How to respond to "We don't have any budget!"

Return on Investment

Adressing the ROI objection and when to measure ROI

Creating Value for Clients and Sponsors

Creating value for Clients and Sponsors

Retention

Retaining every client, customer, sponsor and donor
How to effectively service clients and sponsors

Pricing

Pricing - too little focus can hurt your wallet

Sponsorships and Corporate Partnerships

How to become effective at securing sponsors and corporate partners
How to break through the sponsorship clutter

Events

The value of running events in a downturn

Values

Are values a waste of time or a key business driver?