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Here are the final three of nine minor presentation failures that kill sales teams and lose contracts. And although they may seem overly simplistic, it’s important to recognize their lethality. [...]

You know it’s time to sweat the small stuff when your sales team is walking into the in-person presentation for a large dollar contract. Better do the fine tuning beforehand because winging it in [...]

Having recently worked with procurement on a multi-million dollar outsourced contract, it was fascinating to see sales teams’ minor failures have an oversized impact on evaluators’ decisions. So [...]

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 [...]