Selling in the Contract Service World

Selling contract services is different.

Different because services are harder to get customers to understand. Different because the contract world requires coordinating buying and selling cycles – a difficult dance at best.

Here are a number of articles that can help make selling a little less painful, and hopefully more successful and enjoyable.

Where to Find What B2B Customers Are Buying

by Chris Arlen

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 imagine a sales rep who doesn’t know […]

click to continue → March 31, 2017

30 Reasons Why B2B Customers Didn’t Buy + X to the Nth Permutations

by Chris Arlen

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 bid […]

click to continue → February 15, 2017

Lowest Price, Technically Acceptable purchasing is a Toxic Leak

by Chris Arlen

“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 products in the private sector. And like […]

click to continue → January 25, 2017

How to Hack Storytelling for Non-Raconteurs

by Chris Arlen

  Storytelling is marketing’s latest mantra to engage prospects and convert customers. And who’d have guessed that for the last 100 years sales reps have been doing just that. For B2B sales, success comes down to who tells […]

click to continue → September 21, 2016