You are always in a side-by-side evaluation when selling. Side-by-sides is a Procurement term where they put their ratings of sales offers side-by-side and determine who wins. Even if you’re not dealing [...]
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.
