Small businesses run on numbers, but not everyone understands their significance. In this webinar, Tom Stimson shares his techniques for quickly evaluating a business based on what the financials say.
Outcome is what matters to your customer. Ideation is how we as sellers tailor our approach to meeting their needs. In this webinar, Tom Stimson explains how to leave the world of low-margin, commoditized deals behind and focus on high value results.
Brand is how people think of you when you are not around. So how can you leverage brand for growth and profit? In this webinar, Tom Stimson share the Brand Imperatives that we cannot overlook. He unwraps vital Brand Multipliers that will help your reinforce and promote your Brand, and he exposes key Brand Mistakes we all make.
Too often we rely on our proposals to close the deal. Sometimes, customers do not give us a choice and we have to figure out how to convey value. Our best tool to gather that information is the Positioning Conversation. In this 60-minute webinar, Sales Expert Tom Stimson will explain how better proposals start with more effective conversations with the prospect.
Do your proposals improve your close rates, profit margins, or client retention? Or, do they present information without adding any value to the offer? Over the past decade, proposals from audiovisual services companies have started to include nice design touches and more dynamic branding efforts. However, all the pretty pictures and parts lists won’t close the deal or change the mind of a buyer that has already decided who they are buying from. And, what about proposals for clients or customers that have already decided to use your services?
Is your business growth out of control? Or, have you plateaued? Are profits unpredictable? Is your team confused about what you are trying to accomplish? Are you?
“This was a terrific webinar and will serve as a powerful resource. Your language and packaging of a complex set of information makes the choices seem clear and obvious. Thank you!”
This is a three-part series introducing a business practice embraced by many successful companies – How to leverage outside workforce to generate more growth and profit for your business. Relax, I am not going to tell you to ship jobs overseas or move your payroll to a professional employer organization (PEO). The real opportunity is to become more nimble, responsive, and creative in the pursuit of profitable growth. A key to that success is the effective use of third-party intellect and execution.
If all revenue is good, then you never have to say No. Every customer is valid target. Every RFP is worth pursuing. You won’t have to work as hard to find opportunities, because every opportunity is good. You will need more salespeople, more designers, more estimators, more draftspersons. The only dis-qualifier for more revenue is, “We are too busy,” which as every sales manager knows will incite rebellion on the sales team. So, you hire more people. Continue reading
“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
The reason your sales and business development outreach isn’t working…is attributable to a increasing lack of customer compliance. Continue reading