The Right Approach to Pre-Job Costing
If your questions about proposals tend towards “Is this price too low (or too high)?” then it’s time to
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About the author
Tom Stimson
Changing the Customer Conversation
I have been saying for many years that we have to sell the end result and not the plan. That means focusing on outcomes for
Continue reading >Webinar: Ideation and Outcomes
Outcome is what matters to your customer. Ideation is how we as sellers tailor our approach to meeting their needs. In this
Continue reading >What Does Outcome-Based Selling Mean to Operations?
I have written (many times) about what it takes to profitably grow a production rental business. You need smart business
Continue reading >Webinar: Brand-Building for Profit
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,
Continue reading >What Trends Do I See in Live Events?
Recently one of the industry social media groups I subscribe to hosted a conversation about industry trends. While I have
Continue reading >Selling from Cost: What Are Your Services Worth?
Let’s make more money right now. Grab your P&L statement for the last twelve months and compare your labor income and
Continue reading >Webinar: The Positioning Conversation
Too often we rely on our proposals to close the deal. Sometimes, customers do not give us a choice and we have to figure
Continue reading >Webinar: Better Proposals for Service Companies
Do your proposals improve your close rates, profit margins, or client retention? Or, do they present information without
Continue reading >Saved By Proposal
As an advisor, there is nothing more cringe-worthy to me than hearing a sales team discuss how their proposal is supposed
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