“Here’s the deal,” the owner of a mid-sized company explained to me, “we are only seeing bid work these days. Low-profit RFPs. We have to do it. We have to keep busy.” Continue reading
In this 60 minute webinar, project sales expert Tom Stimson explains the fundamentals of outcome-based selling.
“I was listening raptly and taking a ton of notes – – I recognize in myself the success I have when I’m more outcome based than transactional, and now I realize habits that I can redirect – that is my long way of saying THANK YOU for a powerful and cogent webinar.” – Frank Berman, Berman Media Services, Inc.
Welcome to the first book in a series. This one’s free and all you have to do is create a login for AV-Matters.com.
Why would an entrepreneur take on significant financial risk based on vague project specifications for net profit percentages somewhere below savings account interest rates? Continue reading
Learn how to Qualify customers and eliminate useless bidding exercises. Turn marginal prospects into major opportunities. Eliminate the competition by closing before its their turn to sell.
Were your 2014 results in sync with the industry? Does your forecast for 2015 include any industry data? The Stimson Group Business Forecast Survey can help you prepare for what’s ahead. It’s free when you register at
Traditional marketing techniques attempt to highlight a company’s differentiation, which for many of us quickly devolves into saying “We have the best people, best technology, and really care about what we do.” Unfortunately, this self-centered approach just makes everyone look more alike.
This was probably the most intellectually challenging educational business conference I have ever attended. Continue reading