by Duncan Cranmer | Apr 2, 2019 | Resource Centre
When the “Must Win” bid lands on your desk and you simply don’t have the resources to do it justice, what are you going to do? Click the play icon and watch our short video introducing the main services that will help your next proposal become the...
by Duncan Cranmer | Mar 1, 2019 | Resource Centre
Many sales people simply do not understand what an Executive Summary is supposed to be. So, they lose out on tenders and proposals they should really be winning. Is their misunderstanding of “Executive Summary” based on the correct principle that client-centric...
by Duncan Cranmer | Dec 19, 2018 | Resource Centre
A former Saatchi and Saatchi MD had a nice and extremely effective trick when pitching for business. Whenever a prospective client suggested new, additional ideas to be included in a forthcoming advertising campaign he’d throw a handful of sugar cubes at someone in...
by Duncan Cranmer | Mar 1, 2016 | Resource Centre
Marginal Gains There’s been a great deal of discussion in sales – as well as in professional sport – over recent years of so-called “marginal gains”. The idea is that a relatively small change in behaviour could improve performance by quarter or half a percentage...
by Duncan Cranmer | Apr 1, 2015 | Resource Centre
Most people now “get” consultative selling – the idea that a sales person absolutely must not start jabbering away about how great their product is before the customer has been given a fair chance to talk about their issues and needs. But how do we get to the true...
