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, [...]
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 [...]
