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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 [...]

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 [...]

You know it’s time to sweat the small stuff when your sales team is walking into the in-person presentation for a large dollar contract. Better do the fine tuning beforehand because winging it in [...]

Having recently worked with procurement on a multi-million dollar outsourced contract, it was fascinating to see sales teams’ minor failures have an oversized impact on evaluators’ decisions. So [...]

B2B customers only buy what helps them achieve their: Business goals (corporate & departmental); Regulatory requirements; Social responsibilities; And/or personal ambitions. End of story. So [...]

“Lowest Price, Technically Acceptable (LPTA)” is a US government purchasing strategy that has leaked its way into where it doesn’t belong; buying complex services and/or [...]

Status quo: noun, the existing state or condition; when customers accept bids and/or sales proposals but decide not to change suppliers. Lorem Ipsum: Dummy text of the printing industry  used to [...]

  Sales intel is supposed to be the intelligence that increases wins. But sales reps can never get enough of the good stuff to hit it out of the park with predictable certainty. That’s [...]

In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or [...]