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.

Pre-Qualify RFP/Bid Opportunities

by Chris Arlen

(Don’t miss the free, customizable tool at the end of this article). This time of year B2B suppliers often see a substantial uptick in the number of Request for Proposals (RFPs). Halloween typically signals […]

click to continue → October 8, 2015

Debunking the Rainmaker Myth

by Chris Arlen

Rainmaker [reyn-mey-ker], noun : a person who brings in new business and wins new accounts almost by magic, since it is often not readily apparent how this new business activity is caused. Why […]

click to continue → September 17, 2015

A Problematic Need: Suppliers Educating Customers

by Chris Arlen

Members in a number of LinkedIn groups recently have decried the overt salesy-ness that LinkedIn has become. And it’s true. From sock puppets to zombie posts, LinkedIn has become more brute force than quality conversation.

click to continue → July 7, 2015

The 57% That Changed Selling

by Chris Arlen

If ever there was one research fact that screamed to the world that “B2B selling” had been atomized and reassembled into a new animal, it is this: Today’s business buyers do not contact suppliers directly […]

click to continue → June 2, 2015