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 [...]
The Subjective Truth of Objective Evaluations
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 [...]
Do Sales Pipelines & Funnels Lie?
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 [...]
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 [...]
When is Competitive Advantage Not?
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 [...]
Living Wage as Competitive Advantage?
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 [...]
Time to Sweat the Small Stuff: Part 2 — More Minor Presentation Failures that lose Sales
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 [...]
Major Pursuit of Large Service Contracts
Timing is everything in pursuit of major service contracts. Sales reps (as bidders) typically wait for the RFP to be released to begin their proposal work. Typical Bidder’s Proposal Work to [...]
