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 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 [...]
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 [...]
