Businesses are failing their customers and their account managers
The last few months have been somewhat testing for us all, but as we begin to see the first glimmer of light at the end of the tunnel our collective thoughts are turning to how we re-build from here. I would contend that right now there is nothing more important in...
Isolation, Evaluation and Innovation
Last week I jumped in on a conversation on LinkedIn about whether it was appropriate for people and companies to be sending out ‘business as usual’ messages while the coronavirus unfolds around us. The general consensus seemed to be something along the lines of ‘stop...
Falling at the final hurdle
Last week, after two transatlantic flights in three days and in slightly jet-lagged fashion, I dashed off a hasty LinkedIn update / rant on the general lack of business writing training in the sales profession. Here’s a direct quote: “Given that almost all high-value...
The Innovation Window – how to inject creativity and impact into bids and proposals
Responding to bids and tenders can sometimes feel like being in the eye of the storm. Kick-off meetings, conference calls, clarification questions and frantic, last-minute content assembly all combine to pile on the pressure while the submission deadline draws ever...
Welcome to the Presentation Campus
It’s been a ridiculously busy year here at Sales Engine and our best yet. We’ve brought some big new customer names on board while deepening our engagement with our existing ones, launched both our new website and our new contract management software ContractIQ,...
The Case For Human Interaction
Data is ubiquitous, inescapable. It's the new oil. Its value and importance dominates discussion on business forums and entire economies have been built on it. Open LinkedIn, Twitter or virtually any website nowadays and the likelihood is that you'll be confronted...
Lunch, Sleep and a Functioning Sense of Proportion is for Wimps, Apparently
Anyone who’s involved in the world of bids and tenders knows it can be a highly pressurised environment. The stakes can be huge, particularly around ‘must-win’ opportunities and with a looming, and sometimes frankly unreasonable, deadline imposed by the customer there...
The vital role of the bid manager
These days bidding on contracts has become a part of everyday life for companies of all sizes. In large organisations this is no problem as they can take the headcount of running a big bid team to create and manage content, and drive timelines forward to produce...
Shift Happens
Considering the dynamic environment we operate in salespeople can be a nightmare for sticking to tried and tested processes that they've used for years. So when did you last change or adapt your overall sales approach? The theories around consultative selling...
Executive Team – Improving quality or wreaking havoc?
Having a committed and engaged executive team can make a huge and positive impact upon the success of the bid. When it works well they can bring energy, motivation and expertise to a bid that galvanises the team and helps deliver a brilliant submission. But sad to...