Are You RFP Ready?

For many of us the RFP is a way of doing business…but it is not without options.  In this blog we will explore keys to developing a successful sales plan in an RFP process and how to connect with the buying organization’s underlying needs. The RFP process may be disruptive for even the most experienced […]

Sales Call Check List: What Every Seller Should Consider Before a Call!

Skilled and successful sales professionals recognize the importance of call planning in conducting an effective sales meeting. How many times have you left a meeting only to realize that you didn’t get the information, commitment or action anticipated? Today’s buying influences expect sellers to be professionals who can manage a meeting, focus on the buyer’s […]

Lesson Learned from a Sales Autopsy

Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative. Ben has been a top 5% performer for his firm (Origin) in each of the last five years. He has exceeded quotas every year and consistently outsold his competitors. Origin competes against several companies that offer similar services. Further, Origin […]

10 “Best Practices” Sales Representatives Should Consider When Planning That “Big” Presentation

  Sales representatives give presentations all the time.  They can range from a fifteen-minute Q & A to a multi-hour comprehensive review of a company’s response to an RFP.  There are decades of books, programs, videos, articles and chapters on conducting an effective sales presentation.  Unfortunately, most sales representatives build a comfort zone around a […]