Blog

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 [...]

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 [...]