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 [...]
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 [...]
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 [...]
“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 [...]
How many B2B sales reps say they DON’T sell solutions? None. We all claim it. Almost every modern sales methodology is based on consultative selling: “Please customer, cough and tell [...]
B2B customers only buy what helps them achieve their: Business goals (corporate & departmental); Regulatory requirements; Social responsibilities; And/or personal ambitions. End of story. So [...]
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 [...]
“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 [...]
