21 Rules of the Competitive Proposal Game
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 [...]
Don’t Lose Sales Waiting for RFPs
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 [...]
No Time for Waffling
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 [...]
C-Suite Talking Points for B2B Sales
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 [...]
Animals of Facility Service Contracts
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 [...]
34 points of light to boost your Business Acumen
Business acumen is your keenness and quickness in understanding and dealing with a business situation. Here are 34 points of light that I wished I’d been taught when I first started my [...]
Selling Large Service Contracts to Big Companies
Landing a large service contract with a big company is the holy grail to service contractors that don’t have them. Big deals have their upsides and down. Unfortunately service contractors [...]
4 Prejudices Incumbents must Battle
You’re the supplier of a large dollar service contract, successfully delivering for 3 or more years. Now it’s going out for rebid and, unfortunately as incumbent, you’re saddled [...]
