Shipley Asia Pacific
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Shipley Asia Pacific
Shipley Asia Pacific: Business Development - Support leaders improve their BD as a process, not a job description. e.g. full BD-CMM - aka Market Entry, Segment Positioning, Capture Planning & Coaching, Bid and Proposal Planning and Management, Customer Success Stories
Curated by Jeremy Pollard
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5 Reasons Good Deals Get Rejected

5 Reasons Good Deals Get Rejected | Shipley Asia Pacific | Scoop.it
Offering something reasonable isn’t enough.
Jeremy Pollard's insight:

Our most popular Shipley AP workshop starts with the fact that the best deal (according to the buyers stated criteria) on average is still only chosen in 48% of bid decisions.

Improving your win rate requires a BD and Capture process that builds your understanding of the buyers un-stated needs. 

And this article by Deepak Malhotra is a timely reminder that many of these needs are emotional, and not necessarily about the content or subject material of the deal.

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Writing, brain research and being a better salesperson

How does writing things down help us remember? And, more importantly, can taking notes enable us to be better salespeople?
Jeremy Pollard's insight:

Good correlation to research & the act of writing in a sales call - I also recommend thinking & writing to plan the calls as well.

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