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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 [...]

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 [...]

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, [...]

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 [...]

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 [...]

End of year always has some look back and 2018 was fast and furious, wasn’t it? I’m tired of saying “Change is the only constant,” or “This is the new normal.” [...]

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. [...]