A major pursuit in B2B sales is the process of hunting a whale of a contract. Hunting those large dollar, multi-year, behemoths is dictated by a calendar. And that calendar is further divided up into smaller […]
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.