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Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]