The Best Proposal Books for Proposal Professionals
What are the best books that proposal development professionals should read?
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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?
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How to Win More RFPs
Many businesses spend lots of time and effort drafting proposals to win more RFPs, but their effort is not always reflected in their win rates. There are many reasons to explain low win rates, but here’s what’s clear: the businesses that win more RFPs more consistently always do five things well. They have… A good
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How to Write Proposal Cover Letters (Wrong Answers Only)
This humorous, tongue-in-cheek article is on a mission to highlight cover letter best practices by showcasing worst practices.
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Q. Is it OK to refer the reader to another page in your proposal?
If an RFP asks similar questions, it is generally not OK to answer it in one place and then refer readers back to that answer.
Q. Is it OK to refer the reader to another page in your proposal? Read More »
Should Proposal Writers Be Held Accountable for Their Personal 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.
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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.
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An RFP is NOT a Questionnaire!
I’ve heard far too many salespeople refer to an RFP as a questionnaire. It’s not.
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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.
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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.
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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.
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Use Words that are Short and Easy to Understand
When was the last time you utilized something? Or did you just use it?
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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.
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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.
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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.
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