The Proposal Two-Step: How to Ace This Proposal Post-Mortem So You Win the Next Competition

In “Lost in Baltimore: Selling to the Worst Buyer in the World, the Brand New Executive,” I describe a two-step process for making the sale to new executives. I’ve started calling this technique the “Proposal Two-Step.” In short, the Proposal Two-Step is as follows: if a prospect is giving you an unreasonably difficult time, you…

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