Selling

We may be midway through this pandemic but it will get worse before it gets better as infections surge in flu season; like one train wreck crashing on top of another. Mark Twain said, [...]

Building owners and managers are in an existential bind. They have trillions of dollars invested in the built environment, yet many occupants are concerned about returning indoors (55% of U.S. [...]

I hope the re-open momentum doesn’t overwhelm good sense and science. It’s understandable to want to get back to work, worship, and events (and I really miss good restaurants). On [...]

Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]

As of April 3rd, 2020, it’s a cliché to say life and work will never be the same after COVID-19 but it’s still painfully true. For service contractors whose bulk of business is with [...]

Let the inevitable coming of spring refresh and reinvigorate us from the winter of COVID-19 and help us retain the lessons learned to prevent the next pandemic. However, the New Normal [...]

We live and work in a culture and time swimming in new technologies, many of them little more than hyper-hyped optimism. Tech-hype has warped service expectations when B2B customers [...]

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, [...]