The Best Books for Proposal Development Professionals
What are the best books that proposal development professionals should read?
The Best Books for Proposal Development Professionals Read More »
Calculating Proposal Win Rates
How do you calculate your proposal win rate? Begin by recognizing there’s more than one. This blog post argues there are at least eight proposal win ratios most sellers should be calculating.
Average Proposal Win Rate When Responding to RFPs
Sellers ask about average win rates because they’re trying to gauge their performance. They’re looking for some external standard against which they can evaluate how well they’re doing. But is this the best approach?
Average Proposal Win Rate When Responding to RFPs Read More »
Proposal Readability: Is Your Proposal Easy to Skim?
Most people do not read a proposal cover to cover. If you want to increase its readability, make it easy to skim.
Proposal Readability: Is Your Proposal Easy to Skim? Read More »
Should Proposal Writers Be Held Accountable for Their Proposal Win Rate
Should Proposal Writers Be Held Accountable for Their Proposal Win Rate? I say no, not unless they control the entire selling process.
Should Proposal Writers Be Held Accountable for Their Proposal Win Rate Read More »
Verify Quotes with QuoteInvestigator.com
Quotations can be a great and entertaining way for writers and presenters to make a point, but only if they’re accurately attributed.
An RFP is NOT a Questionnaire!
I’ve heard far too many salespeople refer to an RFP as a questionnaire. It’s not.
RFPs, Copy-n-Paste, Horse Manure, and Long Range Strategic Bombers
Proposal writers are often criticized for copying and pasting proposal content, but RFP writers do the same thing, sometimes with hilarious results.
RFPs, Copy-n-Paste, Horse Manure, and Long Range Strategic Bombers Read More »
How to Prospect for New Customers (Wrong Answers Only)
A humorous, tongue-in-cheek tutorial about how to prospect for customers by focusing on what not to do. Read it, laugh, and learn.
How to Prospect for New Customers (Wrong Answers Only) Read More »
Best Practices When Responding to RFPs (Wrong Answers Only)
This humorous, tongue-in-cheek article is on a mission to highlight best practices by showcasing worst practices.
Best Practices When Responding to RFPs (Wrong Answers Only) Read More »
Use Words that are Short and Easy to Understand
When was the last time you utilized something? Or did you just use it?
Archived: David Seibert to Present: “Encouraging Sales Team Involvement in Proposal Kickoff Meetings”
Dave Seibert will be presenting a webinar titled: Encouraging Sales Team Involvement in Proposal Kickoff Meetings. Hosted by the APMP Greater Midwest Chapter, the webinar is scheduled for Wednesday, February 24 at 10:30 Central, 11:30 Eastern. Webinar summary Proposal writers can only write effective, customer-focused content if they understand each buyer’s interests and motivations, and
Archived: Dave Seibert to Present “Skim-ability” at APMP GMC Webinar on May 27, 2020
If a reader can skim your proposal, and still understand your message, you just leapfrogged past the competition.
Archived: Dave Seibert to Present “Skim-ability” at APMP GMC Webinar on May 27, 2020 Read More »
Sales Message Continuity Pre-RFP to Post Proposal
Are your proposal writers substantively involved in post-proposal sales presentations? They should be. This helps ensure the continuity of your message.
Sales Message Continuity Pre-RFP to Post Proposal Read More »
My New Favorite Book: Secrets of the Selection Committee
My New Favorite Proposal Book: Secrets of the Selection Committee by Gary Coover. If you sell to state and local governments, you need to read this book.
My New Favorite Book: Secrets of the Selection Committee Read More »
Proposal Writing Training: How to Choose a Program That’s Right for You
Proposal training programs can vary in many ways, so it’s important to choose a training provider and program that is a good fit for your team and your business.
Proposal Writing Training: How to Choose a Program That’s Right for You Read More »
The Proposal is the Closing Argument
Could a lawyer present an effective closing argument if she hadn’t been involved in the case up to that point? Can a proposal writer draft an effective RFP response if she hadn’t been involved in the sale up to that point?
Archived: Dave Seibert to Speak at APMP Greater Midwest Symposium on September 19, 2019
Dave Seibert to Speak at APMP Greater Midwest Symposium on September 19
Archived: Dave Seibert to Speak at APMP Greater Midwest Symposium on September 19, 2019 Read More »
Why You Should Save and Catalog Every RFP You Receive
Do you save and catalog every RFP you receive? You should. You really should.
Why You Should Save and Catalog Every RFP You Receive Read More »