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Why incumbent service contractors should worry and what they can do about it. It’s a fact of life (FOL) that B2B incumbents have it rough from their customers. Customers know when their [...]

Selling a B2B contract is a game where buyers pick winners by judging sellers’ proposals. If sellers blow the proposal (aka losing) they’ve wasted all their time, effort, and money on that [...]

2023 was an interesting year proposing, selling, and winning facility service contracts. Many changes yet much remains the same. Here are my favorite 2023 articles and ideas in plaques. Hope you [...]

When B2B customers read suppliers’ proposals, each individual hears a voice in their head as well as seeing the written words. This subvocalization is a natural process that all humans do when [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]