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Smart sellers want to know how buyers buy. With Procurement’s increased authority in large service buys, knowledge of their best-practices is gold. Although all Procurement departments [...]

When sales get stuck and buyers won’t budge, sellers’ frustration sets in. Like the smell from a milk carton months past its expiration date, sellers lamentations rise up from [...]

Economic news these days is a jumble of cries about double dip recession and the U.S. succumbing to a Japanese-style “lost decade” with multiple recessions. From the media’s [...]

If there’s one must-have, die-without sales training, it’s understanding Points of View (POV)…that are not one’s own. POV is the genesis of customers buying, contracting, [...]

Obviously we do if we’re selling or managing sales. But buyers (aka prospects or customers) have no reason to care. They receive no benefit by helping sales people. As dumb and basic as [...]

I’d like to thank you for making 2009 a successful and productive year for Revenue IQ. As the weekly blog for facility service contractors, it’s the only sales posting (I know of) [...]

Back in 2009, I’d written this article with 3 stages of the Buying Cycle. Since then, besides getting older, there appears to be at least 4 stages and they’re about receptiveness; [...]

Yes, there is a secret. Yes, there is a #1 of secrets. Yes, it helps sell more contracts, and the larger ones at that. Here’s the secret: it’s the difference between a cough and [...]

Humans have organized into silos since cavemen hunted in groups. Henry Ford’s assembly line standardized work, then squeezed out inefficiencies. Voila! Higher productivity at lower cost. [...]