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.

The Most Powerful Insight for B2B Marketing

by Chris Arlen

B2B marketers constantly dig in to understand how customers think, judge, and determine what’s important to them. All this to create better messages and engagement. They pull qualitative insights from “Voice of the Customer” (VoC) and Focus Group interviews, […]

click to continue → June 23, 2016

5 Reasons Why Customers Hate to Read Your Sales Proposals

by Chris Arlen

There’s one moment of truth in every large B2B complex sale: when a proposal is submitted to an RFP (Request for Proposal). Until then, customers haven’t evaluated, decided, or bought anything. Up to that point, it’s only […]

click to continue → May 4, 2016

How Competitive are You on the Win Scale?

by Chris Arlen

If sales teams don’t know how competitive they are against the field, it’s just a matter of time before competitors eat their lunch. After all, B2B customers have only so many options to choose from […]

click to continue → March 24, 2016