Blog

The end of the world has come, and gone, according to the Mayan calendar. Lucky for you and I, we’re still here. The ancient Mayans have been kind to Revenue-IQ again; it was a good year: [...]

2011 is just about in the books. For Revenue-IQ it was a good year: Circulation nearly tripled (3x) 54 new articles focused more narrowly on 8 categories We provided a free ebook & sales plan [...]

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 [...]

OK, we’re talking about facility service contracts here, not cereal. So, the evil strategy is an intentionally low ball price, one that’s outrageously below market pricing, sometimes [...]

Look back on your sales career. Think about those critical business skills that really matter. Not how to read a P&L or sandbag a budget. But the real-life interpersonal skills that helped [...]

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 [...]

An article in today’s New York Times describes a possible change in the way federal contracts are awarded, and it specifically calls out facility service contracts. Plan to Seek Use of U.S. [...]