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    Selling Smarter. Richer Results Selling Smarter. Richer Results Selling Smarter. Richer Results
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     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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     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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     Complacency in Sales Proposals

    Complacency in Sales Proposals

    October 26, 2022

    “I have a dream” — “To be, or not to be” — “Four score and seven years ago…“ Do you recognize these from the few words shown? They’re memorable [...]

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     Selling Ain’t What It Used To Be

    Selling Ain’t What It Used To Be

    October 4, 2022
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     The Subjective Truth of Objective Evaluations

    The Subjective Truth of Objective Evaluations

    September 2, 2022

    In RFPs, customers evaluate suppliers’ proposals then attach numerical ratings — intending to make subjective decisions look logical and rational — except of course they aren’t. And it’s [...]

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     Monkeys to Whales: Balancing Conflicts within Proposal Systems

    Monkeys to Whales: Balancing Conflicts within Proposal Systems

    May 11, 2022

    In the zoology of facility service contracts, smaller dollar contracts (monkey size) are bought and sold differently than larger dollar contracts (whale size). It follows that to win different [...]

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