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When B2B customers read suppliers’ proposals, each individual hears a voice in their head as well as seeing the written words. This subvocalization is a natural process that all humans do when [...]

Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]

All sales stages count when selling service contracts — but sleepwalk the proposal — and everything vanishes at the end, as if you were never there. Selling service contracts can often take [...]

Trot out the same old tired sales pitch and watch the competition eat your lunch. Meaningful business stories sell because they engage customers to buy. But sales and marketing folks often fail [...]

The best time to make improvements is when your competitors are hunkered down waiting for the fear to end. Like now, in this current economic gloom and doom there’s plenty of whitewater [...]

In the world of B2B service contracts, sales are often lost by the time RFPs are out to suppliers. This doesn’t happen because customers make backroom, illicit deals with an unscrupulous [...]

After another year we’re better, smarter, and more successful. That’s what we strive for anyway. So, to keep commissions rising and promotions coming, these articles can help raise [...]

According to the Cambridge University Press, to “hang someone out to dry” means: “…to allow someone to be punished, criticized, or made to suffer in a way that is unfair, [...]

Your attention span is shorter than a goldfish’s, that’d be about eight seconds compared to Goldie’s nine. And Satya Nadella, Microsoft CEO, said “Time in an attention [...]