You are always in a side-by-side evaluation when selling. Side-by-sides is a Procurement term where they put their ratings of sales offers side-by-side and determine who wins. Even if you’re not dealing [...]
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.