AUTHOR’S NOTE: This article, and my strength is talking to people who are already committed to selling large B2B service contracts, and I want to take them further. Therefore this article [...]
To win more complex B2B sales, change the phrase “it’s the economy, stupid” —to— “it’s the sales subtext, stupid.” The altered phrase will remind sales reps to [...]
2017. “May you live in interesting times“. It is 2017. The year is true. The expression is not. It’s known as an English translation of a Chinese curse, but it’s not from [...]
If you’re an incumbent supplier for a large service contract, you know the deck is stacked against you. Experienced suppliers, those who’ve been around for more than one iPhone [...]
Timing is everything in pursuit of major service contracts. Sales reps (as bidders) typically wait for the RFP to be released to begin their proposal work. Typical Bidder’s Proposal Work to [...]
“If you don’t know where you are going, you’ll end up someplace else.” – Yogi Berra (1925 – 2015) Major Pursuit of Large Service Contracts Selling facility service contracts [...]
What do customers need from sales proposals? If sales teams had that answer, they’d be as happy as cats in new mown hay fields because win ratios would sky rocket, commissions would be paid [...]
