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    Selling Smarter. Richer Results Selling Smarter. Richer Results Selling Smarter. Richer Results
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    Home » RFPs
     Storytelling means Business

    Storytelling means Business

    March 28, 2023

    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 [...]

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     The Last Step Matters the Most

    The Last Step Matters the Most

    February 28, 2023

    All sales stages count when selling service contracts — but sleepwalk the proposal — and everything vanishes at the end, as if you were never there. Selling service contracts can often take [...]

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     Who Needs an Engaging Big Story?

    Who Needs an Engaging Big Story?

    February 16, 2023

    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 [...]

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     Don’t Lose Sales Waiting for RFPs

    Don’t Lose Sales Waiting for RFPs

    January 10, 2023

    In the world of B2B service contracts, sales are often lost by the time RFPs are out to suppliers. This doesn’t happen because customers make backroom, illicit deals with an unscrupulous [...]

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     Best of Revenue-IQ Articles 2022

    Best of Revenue-IQ Articles 2022

    December 19, 2022

    After another year we’re better, smarter, and more successful. That’s what we strive for anyway. So, to keep commissions rising and promotions coming, these articles can help raise [...]

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     No Time for Waffling

    No Time for Waffling

    November 7, 2022

    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 [...]

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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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