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 […]
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.