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Posts by Jesse

A brief history of sales documents

Have you ever considered how strange it is that we still refer to our mobile devices as “phones.” Technically, they are, but they do so many other things at this point. In fact, one study even found that making a call doesn’t land on the list of top 10 uses for a cell phone.  Just…

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Now that we’ve had a taste of remote work can we ever go back?

Have you ever had a truly mind-blowing eating experience? I have. It was a few years ago in Chicago. I was there visiting a friend who happens to know I’m somewhat of a cheeseburger connoisseur. With that knowledge, he decided to take me to a restaurant called Au Cheval.  Au Cheval sits in the West…

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Optimizing your buyer experience through web-based proposals

Do you remember the “dash button” from Amazon? They were literal buttons that when pushed ordered a specific item. Though a short-lived product (they were only around for about a year or so) they were pointing toward a certain type of future. A future where companies were optimizing to make a better buying experience.  To…

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What watching House Hunters taught me about selling

Sometimes, after a long day, all I want to do is partake in some mindless entertainment. Most of the time that means putting on some reality tv. I’m not into Real Housewives, or Kardashians (no judgement if you are), but what I can’t get enough is HGTV.  I don’t know why people looking for, buying,…

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Four ways to make your LinkedIn profile stand out

From time-to-time I like to peruse LinkedIn. It’s similar to scrolling through any other social app, but for some reason feels more productive (perhaps because it’s a business-related platform?) Sometimes I look at people I don’t know, but most of the time I tend to search people I do, or once did, to find out…

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Design basics: Utilizing color to make better proposals

Growing up we all probably heard the phrase, “don’t judge a book by it’s cover.” It’s an often-used metaphor to caution the listener against the failings of letting a first impression be the only impression. When it comes to people, and any number of other facets of life, it tends to be really great advice. …

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Three ways automations you can help supercharge your sales team

If you ask people what the most valuable thing in the world is, a common answer is time. It’s the only thing we can’t buy more of, or get back. Realistically, the best we can do is make sure we’re not wasting the time we do have. That we’re being as efficient as possible.  Efficiency…

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9 of our favorite discovery questions and why to use them

The first district manager I ever had once told me anytime he met a new salesperson the first thing he’d ask them is what their “opener” was. He swore that based on the answer they gave, he could guess how good a salesperson they were. For reference, his favorite opener was “what’s a typical day…

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5 ways to use Qwilr beyond proposals

Have you ever heard of the show MacGyver? It originally aired in 1985 and was rebooted later in 2016. The show follows MacGyver, a secret agent who, contrary to many other secret agent shows, relies on his own ingenuity and intelligence instead of fancy gadgets and weapons.  The most defining MacGyver trait, and the one…

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Talking shop: terms you should know for selling SaaS

When I was younger, my family moved to South Carolina. Up until that point we’d primarily lived in the Midwest and on the East Coast. So, my exposure to the American South was limited.  Every time I moved there was this six month period or so where I’d be learning the local culture. A big…

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So, you’ve been written up. Now what?

My dad has a saying, “sometimes you’re thriving and other times you’re surviving.” When I’m having a particularly tough stretch, it’s something I find myself thinking about. Most slumps are relatively short-lived. A couple of weeks, but not much more. However, sometimes there are sustained down periods.  For those in sales, it could be the…

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5 lessons from e-commerce to make better proposals

Once upon a time on the Food Network, there was a show called Bakers vs. Fakers. The basic premise of the show was to have professional and amateur bakers compete against one another and for the judges to try and guess who’s who (baker / faker).  Outside of showing that there’s a very thin line…

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How to get out of a sales slump

As a writer, what I fear most is writer’s block. My job is centered around being able to write words. So, not being able to would be quite problematic. And almost every profession has some version of “writer’s block.”  For a software engineer, it might be that their code keeps having lots of bugs. Or,…

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How to build confidence and why it matters

I’m not much of a dancer . I have decent rhythm and am not overly clunky in my movement (I promise this is going somewhere), but I never felt totally comfortable “cutting a rug.” And my dance aversion was never an issue until I moved to New Orleans, a very dance-centric place.  Shortly after graduating…

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How to write inclusive proposals

In my brief time working for an Australian company (I’m American) I’ve learned a couple of things. First, Australian people really use the word “bloke.” I only knew the term from Outback Steakhouse bathroom signs and wasn’t sure if it was really part of the local lexicon.  Along that same line, I’ve also learned that…

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Take a note from pop music: Sales proposals that convert

If you’re a fan of pop music, you may have noticed that most of it follows a similar structure. The most common is verse, chorus, verse, chorus, bridge (sometimes), chorus. Almost every song you hear on the radio follows this format, or some slight variation of it. The more interesting part is that the subject…

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5 reasons to consider a job in sales

I never considered a job in sales. My very first job was in retail. Specifically, I worked in the “wall coverings” department of a hardware store. Effectively, what it meant was I mixed paint for a living. It was an alright first job. There wasn’t a huge learning curve and I was paid fairly. But…

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7 sales books with actionable advice

Did you know we get the feeling of satisfaction we get from telling someone we’re going to do something and actually doing that thing are almost the same? It’s a pretty bizarre thing to learn. It also made me think, “is that why watching inspirational videos is so satisfying?”  I’m going to be upfront with…

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How to succeed as an introvert in sales

Are you familiar with Snapple Facts? They’re the little bite-sized factoids on the underside of Snapple caps. Generally, they’re amusing and contain something worthy of dinner party fodder. For example, a favorite of mine is, “the first spam message was transmitted over telegraph wires in 1864.” Since Snapple Facts are essentially meant for entertainment (they…

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How to build strong sales relationships in a remote world

When I was growing up, my dad traveled a decent amount for work. Sometimes it would be for a couple of weeks at time, and others months at a time. As a kid, I didn’t know anything different. It was totally normal to me. However, as I got older and would tell people my experience,…

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Reframe: using language to your advantage

As a writer, I tend to think about words quite a bit. It’s not an all-consuming thing, but I may be a bit more mindful of my p’s and q’s than some. There is an aspect of pragmatism to it. Were I to misuse a word it would be pretty embarrassing as I am a…

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Do things that don’t scale

If you ever want to know who your true friends are, I have a simple way for you to find out. All you need to do is make one of two requests: Can you give me a ride to the airport? Can you help me move? If you ask, and they say yes, you know…

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How to sell complex products to non-technical prospects

The last time I went to get my oil changed was a somewhat odd experience. For context, the way it usually goes is this:  My car notifies me to change the oil 2-3 weeks after seeing the message, I finally go to a shop They ask me questions about my car I can’t answer They…

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Use this proven four-step method to scale a sales team

Shortly after graduating college, I moved to New Orleans to do some volunteer work. I worked in the communications department of a charter school organization, and oftentimes needed to attend different events around the city to help document.  Being a recent transplant, I regularly got lost on my way. Though getting lost was kind of…

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What we learned from our recent customer survey

Surveys are a common part of modern life. Whether it’s to find out how likely you are to do something, or how satisfied you were with an interaction, there seem to be surveys for almost everything these days. The main reason for that is simple: surveys are useful.  They offer the ability for the sender…

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Three unique strategies to make cold calling more palatable

This is an article about cold calling. I share some tactics you can use to stay engaged and improve the experience overall. It’s great. However, before I talk about that, I want to talk about something else: vegetables.  For much of my adult life I was convinced I simply did not like vegetables. It’s not…

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Why and how to start a diversity and inclusion group

I have a confession to make. I joined Qwilr’s diversity and inclusion group (D&I group) by accident.  Let me explain.  One of my onboarding tasks was to join a few Slack channels that weren’t directly related to my team (an idea I fully support). There was a list. On the list was a “D&I working…

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Getting ghosted: Why prospects disappear and how to prevent it

In the dating world, 80% of people have been ghosted or ditched unceremoniously by a potential partner. The numbers in business aren’t much different: 80% of cold calls go to voicemail and 90% of those first calls never get returned.  A prospect ditching out after a few great discovery calls may make you feel like…

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How to handle sales rejection

Have you ever watched an audition episode of the show American Idol? In the span of two minutes you see someone go through the entire range of human emotions right before your eyes. It is mesmerizing.   Everyone enters hopeful, excited, and, probably, a bit nervous. Those who receive a golden ticket are elated, but, sadly,…

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Four things you need to include in your sales proposals

One of my favorite TV shows is Shark Tank. If you’re not familiar, the basic premise of the show is entrepreneurs pitch their business, or idea, to “sharks” (high-profile investors) in hopes of getting funded. Essentially, they’re performing a live sales proposal.  There are plenty of things that go wrong during these pitches. Sometimes they’re…

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Stepping up, and stepping in, to help those in need

Proposals, pitches, and quotes are some of the most common documents made with Qwilr. However, the benefits of beautiful design and dynamic content go beyond sales. Over the years, we’ve seen people use Qwilr for all kinds of different things. Really, Qwilr is useful anytime you want to create an immersive and personal experience that…

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How to spot and stop burnout

When I was younger I loved the movie The Fast and the Furious (yes, you’re free to judge me). The cool cars and intense action blew my 11-year-old mind. I saw the movie in theaters seven times–I think. However, when I wanted to go for an eighth time, I couldn’t find any volunteers. My preteen-brain…

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