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    Home » Archives for Chris Arlen
     Best Time for Improvements?

    Best Time for Improvements?

    February 2, 2023

    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 [...]

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     Don’t Lose Sales Waiting for RFPs

    Don’t Lose Sales Waiting for RFPs

    January 10, 2023

    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 [...]

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     Best of Revenue-IQ Articles 2022

    Best of Revenue-IQ Articles 2022

    December 19, 2022

    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 [...]

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     Hung Out to Dry: Reps Without a Story

    Hung Out to Dry: Reps Without a Story

    November 29, 2022

    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, [...]

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     No Time for Waffling

    No Time for Waffling

    November 7, 2022

    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 [...]

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     Complacency in Sales Proposals

    Complacency in Sales Proposals

    October 26, 2022

    “I have a dream” — “To be, or not to be” — “Four score and seven years ago…“ Do you recognize these from the few words shown? They’re memorable [...]

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     Selling Ain’t What It Used To Be

    Selling Ain’t What It Used To Be

    October 4, 2022
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     The Subjective Truth of Objective Evaluations

    The Subjective Truth of Objective Evaluations

    September 2, 2022

    In RFPs, customers evaluate suppliers’ proposals then attach numerical ratings — intending to make subjective decisions look logical and rational — except of course they aren’t. And it’s [...]

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     When Does a B2B Customer NOT Want to Hear their Supplier is Doing Well?

    When Does a B2B Customer NOT Want to Hear their Supplier is Doing Well?

    August 31, 2022

    After the new supplier honeymoon is over, B2B customers settle in for the long-term, day-to-day business of getting on. That’s when customers don’t want to hear their supplier is [...]

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