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 […]
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.