Month: June 2015

Get the Yes: Winning Funding, RFPs, and Grants

With my systems-thinking brain I asked her: How will they choose you over other worthy requests? What personal and professional criteria will members of the funding team consider before dropping others to fund you instead? How do political in-fighting or long-term client/colleague relationship preferences factor in to the decision process? How does your request fit…

Hey Mr. Sales Director, George Trachilis is NOT nuts. Are you nuts?

One of your prime objectives as a sales director is to get your teams out of their inbox and in front of the customer as much as possible. I’m not knocking the importance of email, I’m just saying that you probably see a huge benefit to having your teams managing their inboxes at twice their…

Content Marketing that Converts

“Content is king”. I’ve heard that phrase for years. But what does it mean? Does it mean that by offering thought-provoking, useful, creative information buyers will be motivated to contact you at the right time along their complete (including pre-sales) decision path? By sending out veiled advertising in the form of ‘articles’ to random email…