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.

Joining Buyers’ Conversations

by Chris Arlen

In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or “probing” prospects with questions. Are you […]

click to continue → August 15, 2014

Creating the Perfect Salesperson

by Chris Arlen

Imagine you’re Doctor Frankenstein (he was the creator, not the monster) and you have the ability to create the perfect salesperson (not a monster). You pick the parts that make the perfect selling […]

click to continue → July 17, 2014

Up-selling and cross-selling are dead

by Chris Arlen

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 […]

click to continue → April 25, 2014