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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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     Animals of Facility Service Contracts

    Animals of Facility Service Contracts

    May 3, 2022

    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 [...]

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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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     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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     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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     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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     One Simple, Stupid, Secret to Raising Win Rates

    One Simple, Stupid, Secret to Raising Win Rates

    December 11, 2019

    The B2B sales game is high-stakes, black-and-white when it comes to the short-term (won/loss), and complex when it comes to the long-term impacts of customers’ perceptions (credibility, [...]

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     Do Customers Think Your Sales Proposals Are Good?

    Do Customers Think Your Sales Proposals Are Good?

    October 30, 2019

    Your immediate answer may be “If we get the sale our proposals are good – if we don’t, they’re not.” For sales teams, that binary won/lost assessment works for the [...]

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     What Species are B2B Clients?

    What Species are B2B Clients?

    March 15, 2019

    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 [...]

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