Negotiation has a bit of a reputation. It can sound like two sides digging in, guarding their territory, and waiting to see who blinks first. In this episode, we talk about why the best negotiations rarely feel like that. We explore the difference between collaboration and negotiation, why the two s...

This week, we’re talking proposal tools… although, in classic Tea & Timbits fashion, we spend a fair chunk of the episode explaining why the shiny tools probably aren’t the first thing you need. We start with a reminder that good sales often comes back to the basics: a defined process, clear next st...

Proposal templates are useful. Until they aren’t. In this episode, we talk about one of those deceptively simple sales questions: what format should a proposal actually take? A polished PDF? A PowerPoint? A response inside the buyer’s RFP template? A simple statement of work? A video? A one-page web...

RFP arrives. Cue excitement. Then, occasionally, several days of frantic proposal writing followed by the dawning realisation that perhaps we should have asked a few questions first. In this week’s episode, we talk about the three broad choices we think businesses have when an RFP lands: Try to win ...