DIY Tip #5: Write the Executive Summary First

DIY Tip #5:  Write the Executive Summary First

Recently, I was called in to fix the proposals desk for a large company. The proposals team wrote $24 billion worth of proposals every year, but weren’t winning business. Everyone was concerned why. I asked to see some sample proposals. Now my eyes hurt from all that scrolling.

The average proposal was 150 pages long. Even for small value bids, the proposals were routinely more than forty pages long or more. I ask you-- who reads long-form documents these days?

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DIY Tip #4: Borrow your customers’ eyes

DIY Tip #4: Borrow your customers’ eyes

My friend's team was working on this sweet digital technology deal, and the team had done everything by the book. It was all perfection, and the proposal and orals were dream-like too. There’s nothing they didn’t do right.Results week came, but the emails didn’t come through. The client didn’t respond to emails and voicemails. A week later, they heard they had lost the deal. They were flabbergasted. This friend’s relationship with his client was strong, so he drove up for a coffee meeting to find out what actually happened.

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DIY Tip #3: Ask Clients This Question

DIY Tip #3: Ask Clients This Question

Early in my career, when I was new to sales, I had a surreal conversation with a recent client I had just won. This was a hard-won deal, and we were all chuffed that our pitch was perfect, the pricing just right, and surely the five-page executive summary would have knocked their socks off. It was a proud moment. At the celebratory lunch, I asked the client, “So, what made you pick us”? I’m glad I asked.“Your campus landscaping. It’s perfect”.

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5 Reasons B2B Companies are Failing to Sell Digital

5 Reasons B2B Companies are Failing to Sell Digital

Digital disruption is all around. Every product, software, and services company has jumped onto the bandwagon, promising digital nirvana, whether they understand it or not. But telling isn't selling. There are serious gaps in the sales organizations when it comes to "selling digital," especially in tech companies that are supposed to be at the leading edge of this change. There's a separate problem with how sales itself is being disrupted by digital, a class of problems we should call "digital selling," which will be the topic for another discussion.

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Change Your Story (the Airplane Seat Method)

Change Your Story (the Airplane Seat Method)

I have a friend in India whose father had a sudden heart attack and they had to rush him into the hospital. The hospital insisted on money in advance to admit him, so he swiped his card. It was a high amount, and at 11:30pm, exactly thirty minutes after his Dad was admitted, he gets call on his cellphone. It’s the bank. They wanted to know if the transaction was legit. He said it was.

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Create Proof of Your New Positioning

Create Proof of Your New Positioning

Speak softly, carry a big stick. But language is just words. Words have some weight, but people want proof. The alternative to proof is louder talking, and no one likes that. We’re discussing how your company needs to reintroduce itself to your clients frequently to avoid being put into the “friend-zone” that might prevent access to new business opportunities. There are six steps, discussed in my post here, and we’re on the fifth step. You can read the previous steps here, here, here, and here.

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What is a Company Website about

What is a Company Website about

Like sitting at a coffee-shop, whether reading alone, meeting friends or sharing amazing stories with strangers you just met. Nagarro’s website is a seamless space for spirited storytelling.The website is an interconnected space that could be experienced as Nagarro.com, on LinkedIn, via FlipBoard magazine, as a Twitter handle, as a Facebook fan page, or a Pinterest board. The connection across these mediums is seamless, and the storytelling adapts to the medium that’s chosen. The storytelling is the red-thread-that-connects (Roter Faden). Our voice is spirited— always fresh, energetic and enthusiastic. As the host of this coffeeshop experience, we’re always ready to greet our customers, whether potential clients or employees or peers from the industry, and we’re ready to engage them with our unique take on the world. We love what we do, and it shows up in everything. This isn’t about building a bigger pipeline of clients and employees. It’s about having a bigger heart to hold everyone our lives touch.

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Change Your Body Language

Change Your Body Language

Body language makes all the difference. If you’re reintroducing yourself to your clients, you need to be comfortable displaying a new body language with your clients.A singular feat. Flash back to 2007 and the launch of the iPhone. Steve Jobs has just done his thing, launching the iPhone in his iconic style while taking the audience through a storytelling journey that went through humor, drama, tension and magic, and then he calls over a few industry CEOs to talk about the iPhone from their perspective.

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Minimize Relationship Risk

Minimize Relationship Risk

My Mom still thinks I’m a cute cherubic kid with the sweetest smile, while my kids think I’m a cultural relic, not plugged into the latest apps. Just pick up your phone and look at your iTunes top 25 plays. If you have more Beyonce and less Madonna, you’re likely more current in your selection of Pop. If your iTunes playlist has nonstop 90s, it’s likely that you’re out of sync with today’s musical tastes. (Some might argue you have no taste at all in music but, hey!, the 90s were dismal).

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Change Your Self-Beliefs

Change Your Self-Beliefs

The first step to change is inside your own company. Inside your own hearts. We’re discussing how your company needs to reintroduce itself to your clients frequently to avoid being put into the “friend-zone” that might prevent access to new business opportunities. There are six steps, discussed in my post here, and we’re on the second step.

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Reintroduce yourself to your clients in six steps

Reintroduce yourself to your clients in six steps

Once you have recognized the need to reintroduce yourself to your clients, there are several steps to follow. In this series of posts, I will explain what the sequence is, and how to DIY your reintroduction. This note is addressed to company CXOs, but account managers and executive sponsors can use the sequence as well.

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We Have Great News

We Have Great News

B2B sales has changed dramatically. Sustained growth needs a well run growth rocket. Do-Loop is here to help.Truth is, your old sales funnel served you well. But it’s time to get rid of it. Replace it with the Growth Rocket. Also throw away your separate marketing funnel, and whatever it is that you’re using to track customer success and account management.

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A Whole 'Nother Species- Homo Digitalis Salesus

A Whole 'Nother Species- Homo Digitalis Salesus

Anthropologists are looking carefully at signs of evolution, caused by changes to the fitness landscape brought about by the digital revolution. Right before our eyes, we can see a new species emerge. The new species of the salesperson is outselling the older ones. Move over, Homo Salesii. Make room for the Homo Digitalis Salesus.

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