Comments on: Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? http://thesalesblog.com/2010/05/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/ The Sales Blog Wed, 08 Feb 2012 18:26:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: S. Anthony Iannarino http://thesalesblog.com/2010/05/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/comment-page-1/#comment-2160 S. Anthony Iannarino Wed, 19 May 2010 12:30:49 +0000 http://thesalesblog.com/?p=4447#comment-2160 As always, thanks for your thoughtful comments, Todd. I agree with the idea, and in more than principle; if your proposal and presentation isn't theirs, you still have work to do to ensure you win a sale. The mistake we too often make is believing that the presentation is what is going to win the deal and discounting that is in fact the work leading up to the presentation that has a greater determining power. As always, thanks for your thoughtful comments, Todd. I agree with the idea, and in more than principle; if your proposal and presentation isn’t theirs, you still have work to do to ensure you win a sale. The mistake we too often make is believing that the presentation is what is going to win the deal and discounting that is in fact the work leading up to the presentation that has a greater determining power.

]]> By: Todd Youngblood http://thesalesblog.com/2010/05/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/comment-page-1/#comment-2152 Todd Youngblood Tue, 18 May 2010 23:28:27 +0000 http://thesalesblog.com/?p=4447#comment-2152 Anthony, You might have just re-framed an issue that stumps many sales teams. We all know that case studies are powerful selling tools, but struggle mightily in putting them together. Maybe creating an "Our Story" jointly with the customer is they way to do it. Maybe video a conversation with the vendor and customer personnel involved and edit it down to the key points? I think I'll give that a try... Todd Anthony,

You might have just re-framed an issue that stumps many sales teams. We all know that case studies are powerful selling tools, but struggle mightily in putting them together. Maybe creating an “Our Story” jointly with the customer is they way to do it. Maybe video a conversation with the vendor and customer personnel involved and edit it down to the key points? I think I’ll give that a try…

Todd

]]> By: Tweets that mention Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? -- Topsy.com http://thesalesblog.com/2010/05/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/comment-page-1/#comment-2147 Tweets that mention Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? -- Topsy.com Tue, 18 May 2010 13:16:16 +0000 http://thesalesblog.com/?p=4447#comment-2147 [...] This post was mentioned on Twitter by Vashistha Diwan. Vashistha Diwan said: Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? http://bit.ly/bkgnqY [...] [...] This post was mentioned on Twitter by Vashistha Diwan. Vashistha Diwan said: Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? http://bit.ly/bkgnqY [...]

]]> By: Greg Lerdahl http://thesalesblog.com/2010/05/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/comment-page-1/#comment-2146 Greg Lerdahl Tue, 18 May 2010 12:59:21 +0000 http://thesalesblog.com/?p=4447#comment-2146 Your post really puts into perspective how we need to rethink our presentation style and goals. All I have to do to put this in perspective is to imagine myself as the recipient of this type of presentation; my response would be to HOPE that this company ends up winning our business! Your post really puts into perspective how we need to rethink our presentation style and goals. All I have to do to put this in perspective is to imagine myself as the recipient of this type of presentation; my response would be to HOPE that this company ends up winning our business!

]]> By: Tweets that mention Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? -- Topsy.com http://thesalesblog.com/2010/05/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/comment-page-1/#comment-2143 Tweets that mention Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? -- Topsy.com Tue, 18 May 2010 11:29:41 +0000 http://thesalesblog.com/?p=4447#comment-2143 [...] This post was mentioned on Twitter by Cindy King, Bill Rice, Dan Waldschmidt, S. Anthony Iannarino, S. Anthony Iannarino and others. S. Anthony Iannarino said: Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? http://bit.ly/c0cWAe | #sales #b2b #success [...] [...] This post was mentioned on Twitter by Cindy King, Bill Rice, Dan Waldschmidt, S. Anthony Iannarino, S. Anthony Iannarino and others. S. Anthony Iannarino said: Whose Proposal Is More Likely To Win? Your Story, Their Story, or Our Story? http://bit.ly/c0cWAe | #sales #b2b #success [...]

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