Effective Proposals
Brendan McAdams

The Request for Proposal

I think there have been four unsolicited Request for Proposal (RFP) wins in the course of my sales career. Four. That’s an average of one

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Finding and Engaging Prospects
Brendan McAdams

Compressing Time

Imagine the arc of a complex sales process and the time span it occupies. Now think about compressing time. Make that time span smaller, shorter,

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Better Sales Calls
Brendan McAdams

Selling by Walking Around

One of the seminal business books of the 1980’s, In Search of Excellence by Tom Peters and Robert Waterman, (kudos to you if you’re too

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Better Sales Calls
Brendan McAdams

In Front of the Camera

Here’s a quick tip. Whenever practical, turn your scheduled conference calls and demos into video calls. The advantages are innumerable, but here are a few:

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Better Sales Calls
Brendan McAdams

Sales Presentations

Disaster may await, but (at least in my experience), it’s incredibly rare that a roomful of people want to see your sales presentation fail miserably.

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Keep in Touch

This is particularly for the remote sales professional. If you’re not in the main office, chances are you work from home. You’ve cordoned off a

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