Chris Arlen

Where to Find What B2B Customers Are Buying

by Chris Arlen

B2B customers only buy what helps them achieve their: Business goals (corporate & departmental); Regulatory requirements; Social responsibilities; And/or personal ambitions. End of story. So imagine a sales rep who doesn’t know […]

click to continue → March 31, 2017

30 Reasons Why B2B Customers Didn’t Buy + X to the Nth Permutations

by Chris Arlen

It can get a bit old hearing B2B sales reps discuss why customers bought or didn’t buy. I’m speaking about outsourced services in general, where sales reps compete for large contracts bid […]

click to continue → February 15, 2017

Lowest Price, Technically Acceptable purchasing is a Toxic Leak

by Chris Arlen

“Lowest Price, Technically Acceptable (LPTA)” is a US government purchasing strategy that has leaked its way into where it doesn’t belong; buying complex services and/or products in the private sector. And like […]

click to continue → January 25, 2017

Best of 2016

by Chris Arlen

2016 was certainly an “interesting” year here in the U.S. with the unexpected election results, and 2017 will bring more “interestingness” in the upcoming political changes and uncertainty. However, 2016 is our 8th […]

click to continue → December 26, 2016