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Buying

We Are All Temps

by Chris Arlen

Salespeople are known to change jobs frequently. And there are millions of us with tentative tenure. In 2009 there were 16 million salespeople in the U.S. If we miss our numbers, have [...]

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Tyrannosaurus Procurement

by Chris Arlen

In the late Recessionary period Procurement is king when it comes to supplier selection for large contracts. In this evolutionary time, business owners (those who manage the selected supplier) have little to [...]

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Sales Training 101: POV

by Chris Arlen

If there’s one must-have, die-without sales training, it’s understanding Points of View (POV)…that are not one’s own. POV is the genesis of customers buying, contracting, managing, and changing suppliers. Of contractors selling, [...]

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Who Cares What Sellers Want?

by Chris Arlen

Obviously we do if we’re selling or managing sales. But buyers (aka prospects or customers) have no reason to care. They receive no benefit by helping sales people. As dumb and basic [...]

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Government Leveling Contractors Playing Field

by Chris Arlen

An article in today’s New York Times describes a possible change in the way federal contracts are awarded, and it specifically calls out facility service contracts. Plan to Seek Use of U.S. [...]

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Estimates vs. Budgets

by Chris Arlen

Here’s a customer-contractor situation that, although it doesn’t happen too frequently, is extremely dicey when it does. Your customer wants a non-contract service from you, but the project isn’t in their budget. [...]

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The New Numbers Game

by Chris Arlen

The old game for selling throws lots against the wall and something sticks – numbers comparing thrown to stuck. And it’s still true, something sticks, eventually. Even one becomes the justification to [...]

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Customers Must Buy

by Chris Arlen

Customers have no choice, they must buy. It just might not be you. Obvious? Overly simplistic? Sure it is, but… I was talking with someone who’s about to begin an outside sales [...]

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Bad Acting

by Chris Arlen

A few years ago Bill S. wrote: “All the world’s a stage, And all the men and women merely players” We perform, and are judged by our audiences. In business, as in [...]

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3 Stages of the Buying Cycle

by Chris Arlen

All marketing and selling efforts (the sales cycle) try to move customers from indifference and inaction to purchase. However,  we tend to lose sight of where customers are in their purchase process [...]

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