Why incumbent service contractors should worry and what they can do about it. It’s a fact of life (FOL) that B2B incumbents have it rough from their customers. Customers know when their [...]

Selling a B2B contract is a game where buyers pick winners by judging sellers’ proposals. If sellers blow the proposal (aka losing) they’ve wasted all their time, effort, and money on that [...]

Often, we sell one part of a large solution. It happens when our service/product solves a portion of a bigger problem than our offering alone can solve. However, selling one part of a solution [...]

B2B services are     i     n     t     a     n     g     i     b     l     e. That’s their nature. You rarely (if ever) see, taste, feel, hear, or smell a service before it’s bought. [...]

2023 was an interesting year proposing, selling, and winning facility service contracts. Many changes yet much remains the same. Here are my favorite 2023 articles and ideas in plaques. Hope you [...]

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 [...]