This article originally appeared on the BizJournals web site. It was written by past IES speaker Lee Salz.

I recently received a phone call from a frustrated executive: “Lee, I just read a proposal that one of our salespeople sent to a prospect and I fell off of my chair. It was an embarrassment to our brand! I don’t know what he was trying to communicate in the proposal, and it’s my company.”

This executive’s frustration is not unique. The concern about sales-writing skills has long been one that irks executives. What has changed over the last several years is the level of written communication in business-to-business selling and its impact on buying decisions.

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