Winning the Orals: Four Best Practices for Executive Presence in Proposal Presentations
In high-stakes procurements, the Orals presentation can be the moment that seals the win. It’s your team’s opportunity to bring the proposal to life, showing not just what you do, but how you lead, collaborate, and problem-solve in real time. Often, these presentations are delivered by a diverse group of leaders from across partner organizations, […]
Why Outsourcing Content for PBMs is the Smartest Move you Can Make
In today’s competitive pharmacy benefit management (PBM) market, margins are thin, and expectations are high. PBMs must do more with less, including producing high-quality, compliant, and compelling proposals that win and retain business. One of the smartest moves a PBM can make in this environment? Outsource proposal writing to expert partners who know the industry […]
6 Reasons Fortune 500s are Reluctant to Use AI in the RFP Process
As AI tools grow increasingly sophisticated, they clearly hold a significant promise for transforming the RFP response process. From automating repetitive tasks to uncovering competitive insights, AI has the potential to make bid teams faster, sharper, and more effective. But many Fortune 500 companies hesitate to fully embrace AI in their proposal workflows. Why? We’ll […]
Three Keys to Effective SME-Writer Communication
Success doesn’t just happen. It depends on clear, intentional communication. The relationship between Subject Matter Experts (SMEs) and Proposal Writers is the backbone of a strong, winning proposal. SMEs expertise spans health plans, populations served, and the programs that drive impact. They provide both big picture strategy and the detailed proof points needed for a […]
Five Reasons to Consider AI Support in Proposal Writing
Proposal writing can be a daunting task. Whether you’re bidding for a government contract, seeking funding, or pursuing a new business opportunity, crafting the perfect proposal is essential. It’s easy to overlook how much time and effort goes into creating a winning proposal. Enter Artificial Intelligence (AI), a powerful tool that can help streamline the […]
Unlocking Channel Success: Why Enabling Intermediaries Is Crucial for Your Go-To-Market Strategy
In today’s dynamic marketplace, organizations increasingly depend on brokers, distributors, agents, resellers, financial planners and other intermediaries to expand their market presence and drive revenue growth. Despite their strategic importance, intermediaries are often under-supported, leading to missed sales opportunities, inconsistent messaging, and reduced customer satisfaction. At Weber Associates, we’ve seen time and time again that organizations that […]
How Understanding Your B2B Customer Leads to Increased Sales and Retention
When you lead a sales or call center team, getting them to master product knowledge and digital systems is just the starting point. The real transformation comes when your team is adept at the art of selling and can make the leap from middle of the road to star performers. Imagine your team being so […]
5 Tips for Creating Wins from Event Marketing
Event marketing is a major investment—and for good reason. Events like trade shows and industry conferences give you a rare chance to create proximity: between your brand and your audience, your sales team and your prospects, and your message and the market. But showing up isn’t the same as standing out—and attending an event doesn’t […]
Win More Bids: How Community Knowledge Strengthens Your Proposals
Proposal writing isn’t just about answering questions—it’s about connecting with the client. A proposal demonstrating local understanding is far more compelling than a generic, boilerplate response. 💡 The secret? Community knowledge. By weaving insights about who the community is, what they need, and how your solution impacts them, you transform your proposal into a powerful […]
Train, Retain, and Gain: Supercharging Your Sales Team Through Continuous Learning
In today’s fast-paced, highly competitive marketplace, continuous on-the-job training in sales and service isn’t just an advantage—it’s a necessity. Organizations that regularly invest in ongoing training see measurable benefits, including improved sales performance, enhanced customer satisfaction, and increased employee retention. Driving Consistent Performance and Results Inconsistent training leads to inconsistent results. More than half […]