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.

Sales Intel: 4 Painful Things You Need to Know

by Chris Arlen

Sales intel is supposed to be the intelligence that increases wins. But sales reps can never get enough of the good stuff to hit it out of the park with predictable certainty. That’s […]

click to continue → May 8, 2015

#1 Sales Silver Bullet

by Chris Arlen

Everyone wants a single selling solution with maximum effectiveness: the sales silver bullet. So, if you had to pick one area of sales for a silver bullet, would it be: * Cold calling for […]

click to continue → December 18, 2014

Writing for Sales

by Chris Arlen

Most sales writing is crappy. It shouldn’t be but it is. Any written communication to customers during the sales cycle such as emails, letters, proposals, presentations are forms of sales writing. And almost every instance one […]

click to continue → November 11, 2014

3 Steps to Sales Creativity

by Chris Arlen

Sales require creativity. Not at Picasso’s level but creativity none the less. And not creativity for the sake of creativity —  not sales people pulling wild ideas out of the air and throwing them […]

click to continue → October 28, 2014