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Marcomm Blog
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After the Sales Call, the Real Work Begins

During the discovery phase, E&C Sellers typically have multiple meetings to qualify a prospect and determine if a win-win relationship can be cultivated. We spend a lot of time discussing how to prepare for these meetings, and how to ask

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Conquer Your Fear of Price Objections

Most Sellers I know have a real fear of price objections. Many are quick to cut the price in order to get the job. The fact is price objections are common and often signal real interest in your offering. It’s

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Overcoming Objections

Most salespeople become accustomed to objection and rejection. It is considered a part of the job. But if you have been hearing more than your fair share of “no’s” lately, it might be time to for a bit of self-reflection.

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7 Bid And Proposal Mistakes That Lose Jobs