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    Selling Smarter. Richer Results Selling Smarter. Richer Results Selling Smarter. Richer Results
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     Do Sales Pipelines & Funnels Lie?

    Do Sales Pipelines & Funnels Lie?

    August 3, 2022

    In the B2B world, accurately estimating sales is as easy as solving a Rubik’s cube blindfolded on a roller coaster. We’re not talking about e-commerce here but about large-dollar, complex service [...]

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     Marketing Treasure for Unionized Hourly Employers

    Marketing Treasure for Unionized Hourly Employers

    July 5, 2022

    Not every employer has unionized hourly employees. However, there are lessons to be gained from this ISSA Straight Talk interview hosted by Jeff Cross. It was quite a learning experience and [...]

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     C-Suite Talking Points for B2B Sales

    C-Suite Talking Points for B2B Sales

    June 1, 2022

    It’s a constant selling refrain that to succeed in sales, reps must connect as high up in customers’ organizations as possible, ideally at the c-suite level. And that’s not easy [...]

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     Monkeys to Whales: Balancing Conflicts within Proposal Systems

    Monkeys to Whales: Balancing Conflicts within Proposal Systems

    May 11, 2022

    In the zoology of facility service contracts, smaller dollar contracts (monkey size) are bought and sold differently than larger dollar contracts (whale size). It follows that to win different [...]

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     Animals of Facility Service Contracts

    Animals of Facility Service Contracts

    May 3, 2022

    OK, facility service suppliers are not animals, nor are their customers. Just wanted to get that out of the way first. With that said, when facility service suppliers grow in size they eventually [...]

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     Office 2022: Go With What’s Known

    Office 2022: Go With What’s Known

    April 7, 2022

    Cliché alert: “The world has changed,” “The only constant is change,” and “Can’t live in the past.” Now that’s out of the way, let’s just say it: There is no magic wand to return office work to [...]

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     When is Competitive Advantage Not?

    When is Competitive Advantage Not?

    March 12, 2022

    Years ago, in a galaxy far, far away, B2B suppliers searched for unique competitive advantages. With one in hand, suppliers wowed buyers, bested competitors, and raced at warp speed beyond [...]

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     Living Wage as Competitive Advantage?

    Living Wage as Competitive Advantage?

    February 21, 2022

    A Living Wage strategy isn’t for every supplier or for every situation. But a Living Wage may be the next competitive advantage to secure new business. That may sound scary for suppliers [...]

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     Persuasive Proposal QuickSheet

    Persuasive Proposal QuickSheet

    January 6, 2022

    Make your sales proposals more persuasive to raise win rates and crush sales goals. The following 11 “Tips & Ideas” will help you at the moment of truth to win more contracts, especially the [...]

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