The Hello Bar is a simple web toolbar that engages users and communicates a call to action.

June 2010

Competing with Bigs, Mom-n-Pops & In-Betweens

by Chris Arlen

Facility service contracts don’t exist in a vacuum. There’s always competition. Those you know about, and those that come out of the woods at the 11th hour. Isn’t it tempting to tell [...]

click to continue → June 28, 2010

Who Cares What Sellers Want?

by Chris Arlen

Obviously we do if we’re selling or managing sales. But buyers (aka prospects or customers) have no reason to care. They receive no benefit by helping sales people. As dumb and basic [...]

click to continue → June 17, 2010

Millions Lost: Look at the Dark Side

by Chris Arlen

Service sales are odd, facility service sales even more so. Sales investments are often made on the beginning stages of the sales cycle, i.e. awareness, lead generation, relationships, etc. Most contractors budget [...]

click to continue → June 9, 2010

Using Personas for Prospect Profiles

by Chris Arlen

Better than shooting in the dark, prospect profiles (aka targets or ideal customers) make sales and marketing more successful. They screen out the undesirable and demote the mediocre, making efforts more effective, [...]

click to continue → June 3, 2010