Incumbent contractors in the B2B service world know winning the work is just the beginning: It’s the initial, necessary milestone in the lifetime of the contract and customer relationship. [...]
The world changes and yet remains the same, with so much in business and B2B sales that’s clear in hindsight. If only we could benefit from that clarity before the painful events that teach [...]
The B2B sales game is high-stakes, black-and-white when it comes to the short-term (won/loss), and complex when it comes to the long-term impacts of customers’ perceptions (credibility, [...]
Your immediate answer may be “If we get the sale our proposals are good – if we don’t, they’re not.” For sales teams, that binary won/lost assessment works for the [...]
Autonomous cleaning, aka robotics or automation, has moved from innovation to full-fledged operations. The largest deployment is in cleaning environments with large floor areas, such as malls, [...]
A best practice in B2B sales is to hold postmortems; opportunities to find out what worked, what didn’t, and what could be better next time. And what sales team doesn’t want to get [...]
Being an incumbent supplier for a million-dollar plus service contract is a bittersweet thing. First, the Sweet As incumbent, your firm gets the revenue, profit, and prestige of a large deal [...]
You know who your proposal heroes are; they’re the bid managers and proposal writers who work round the clock and weekends to get their sales teams’ proposals in by the RFP [...]
Ask any group of B2B sales reps this question and at first there will be a stunned silence. Repeat the question and there may be one or two adventurous souls who offer a joke as an answer. But [...]
