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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 [...]

Trot out the same old tired sales pitch and watch the competition eat your lunch. Meaningful business stories sell because they engage customers to buy. But sales and marketing folks often fail [...]

After the new supplier honeymoon is over, B2B customers settle in for the long-term, day-to-day business of getting on. That’s when customers don’t want to hear their supplier is [...]

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 [...]

Ask any group of B2B sales reps this question and at first there will be a stunned silence. Repeat the question and there may be one or two adventurous souls who offer a joke as an answer. But [...]

Here are the final three of nine minor presentation failures that kill sales teams and lose contracts. And although they may seem overly simplistic, it’s important to recognize their lethality. [...]

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 [...]

Often times knowing what not to do is as helpful as being told what to do. Think about it. If you avoid the “not to dos” you’re that much ahead of the game, and closer to winning. So [...]