Chris Arlen

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

How to Hack Storytelling for Non-Raconteurs

by Chris Arlen

  Storytelling is marketing’s latest mantra to engage prospects and convert customers. And who’d have guessed that for the last 100 years sales reps have been doing just that. For B2B sales, success comes down to who tells […]

click to continue → September 21, 2016