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     When is Competitive Advantage Not?

    When is Competitive Advantage Not?

    March 12, 2022

    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 [...]

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     Best of Revenue-IQ Articles 2021

    Best of Revenue-IQ Articles 2021

    December 15, 2021

    COVID-19 and variants are still here and worse than most expected. It’s obvious the pandemic is an ongoing catastrophe that has thrown future predictions out the window. US deaths will soon [...]

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     Beware of Gorging on Component Brands

    Beware of Gorging on Component Brands

    October 5, 2021

    There’s a trend among service suppliers to tout three, four, or even more component brands (aka ingredient brands) in their sales and marketing. These declarations show up in social media posts, [...]

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     Square Pricing in a Round Hole

    Square Pricing in a Round Hole

    April 8, 2021

    When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

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     From the RFP Stack: How to Format Text-Only Responses

    From the RFP Stack: How to Format Text-Only Responses

    March 29, 2021

    Welcome to the RFP stack. It’s the pile of customer requests for proposals that B2B contractors cue up by date to complete and submit by the RFP deadlines. And it can be daunting. For B2B [...]

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     Pandemic Vacancies & Re-Occupancy Uncertainties

    Pandemic Vacancies & Re-Occupancy Uncertainties

    March 10, 2021

    The road to reopening workplaces this year is rough. Building owners and managers certainly have their work cut out for them. So too their service contractors. The odds against a smooth and rapid [...]

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     Best of Revenue-IQ Articles 2020

    Best of Revenue-IQ Articles 2020

    December 8, 2020

    Well, 2020 didn’t turn out like anyone expected. Pre-pandemic, the world seemed more of the same but not so now. Nor in the coming months. For Revenue-IQ, 2020 articles fell into two [...]

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     When does it Hurt Enough to Improve Account Retention?

    When does it Hurt Enough to Improve Account Retention?

    January 12, 2020

    Incumbent contractors in the B2B service world know winning the work is just the beginning: It’s the initial, necessary milestone in the lifetime of the contract and customer relationship. [...]

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     Best of Revenue-IQ Articles 2019

    Best of Revenue-IQ Articles 2019

    December 17, 2019

    The world changes and yet remains the same, with so much in business and B2B sales that’s clear in hindsight. If only we could benefit from that clarity before the painful events that teach [...]

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