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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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, [...]
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 [...]
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 [...]
