We sat down with Proposa Founder, Brian Onorio, to talk about his take on the popular book Do More Faster by David Cohen and Brad Feld, founders of Tech Stars. Talk to me about a book you’d recommend to entrepreneurs and why? Do More Faster is a great read for any entrepreneur. The concept of the book…
When companies are preparing to scale their businesses, they often begin looking for a VP of sales to install a sales process including procedures to track the sales pipeline, getting the sales organization to perform proper deal qualification, and developing consistency in follow-up to nurture prospects through the funnel. While these fundamentals are critical in…
People do business with people they like. You’ve probably heard this hundreds of times, and it is one fact that freelance consultants can’t overlook. So how do you get your prospects to like you, quickly? The answer is all about building rapport and making them comfortable, building trust, and making it easy to want to…
“Be a good listener!” How many of us have dropped off our children at preschool with that form of gentle guidance, reminding them that listening to others is an important way to show self-control, respect, courtesy and social awareness? How many of us then get back in our car, drive to work, and dismiss the…
Chances are, your proposal process looks similar to the way it did in the 1990s. You’ve had a call with the prospect and qualified the deal. You go find an old proposal that somewhat matches the criteria of your current deal. You update the required sections, frantically performing a search-and-replace of any mention of the…
Sales and marketing professionals are constantly looking for novel ways to generate leads. With so much of our communication done online instead of in person, it can be challenging for your message to stand out in the midst of the hundreds of emails your prospects get each day. In my sales career, I’ve seen success…
As a freelancer or consultant, it’s almost impossible to find success without networking – meeting new people who might interested, or know someone interested, in your services. But networking for introverts? That just sounds like a huge ball of stress. Networking is a supportive system of sharing information and services among individuals and groups having…
Language matters. The way people read and hear certain words may evoke emotions and instincts that even they’re unaware of. Fortunately, it’s easy to substitute these common words and phrases to ensure that you’re putting forth your best effort. Use This Not That Why? Agreement Contract Contracts are what come up in court. While you…
Is the stream of interested contacts flowing through your sales pipeline producing the close ratio you’d expect? Have you ever wondered at what step in the sales process you can relax and start counting on a close? Are you looking for a way to make your lead vetting more efficient and reliable? Developing a steady…
Nothing is worse than being talked at by a pushy, brazen salesperson, who — moments after meeting you — begins force-feeding information on how great his product is, presuming why you need it, and how he has a limited time offer — but only if you buy today. Immediately, you’re put on the defensive and…
