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.

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

Sales Fatigue: Meltdown at the Moment of Truth

by Chris Arlen

Selling is repetitive work. Regardless of methodology, reps do many of the same things over and over again. No wonder sales fatigue is inevitable. Fatigue can set in anytime, during early pipeline filling right […]

click to continue → February 29, 2016

Status Quo is Lorem Ipsum for a Failed Sale

by Chris Arlen

Status quo: noun, the existing state or condition; when customers accept bids and/or sales proposals but decide not to change suppliers. Lorem Ipsum: Dummy text of the printing industry  used to mock up a […]

click to continue → January 20, 2016

What To Do When Sales Tank Instead of Panic

by Chris Arlen

At some point in almost every year B2B sales tank. And not just by a little, but by a gut-wrenching, jaw-dropping amount. It happens. Of course, “tanked” means when the data really […]

click to continue → December 17, 2015