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.

Up-selling and cross-selling are dead

by Chris Arlen

Forget about up-selling and cross-selling, they’re legacy terms and concepts, and in fact, they’re dead. Why? Because of these two b2b sales realities: #1) Sales are polarizing to very big or very […]

click to continue → April 25, 2014

3 Breeds of Sales Story

by Chris Arlen

Selling requires a meaningful and compelling business narrative – a sales story. Or why would customers talk to you? And in the world of business narratives there are only three breeds; the […]

click to continue → March 20, 2014

The DIY Emergency Sales Kit

by Chris Arlen

Imagine you’re in your perfect B2B sales job. But one day you wake up to find there are no sales brochures, proposals, slideshows, or even business cards; and the firm’s web site […]

click to continue → December 11, 2013