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 [...]
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 [...]
