by Sam Klaidman | Dec 8, 2017 | Growth
When setting up high-tech hardware service contracts, there are three immutable rules: Set prices based on value-delivered Any discounts must be earned Continuously demonstrate the value of the contract to purchasers. Each of these “rules” will be discussed in this...
by Sam Klaidman | Oct 16, 2017 | Growth
Selling is about making it easy for your prospect or customer to buy. This transformation takes service contract selling into the 21st century and is powered by new marketing ideas and concepts. Tiered service contracts When tiered service contracts were introduced...
by Sam Klaidman | Oct 9, 2017 | Growth
Introduction to innovation Clayton Christensen, Tony Ulwick, and others have written extensively about innovating using the Jobs To Be Done (JTBD) theory. The basic idea of JTBD is that everyone at work and everywhere else is working to achieve one or more essential...
by Sam Klaidman | Oct 2, 2017 | Growth
Entering a relationship When we start dating a new person, there are four possible outcomes for the relationship: Both mutually decide there is no further interest One of you can choose not to continue the relationship You can enter a long-term relationship until one...
by Guest Author | Jul 24, 2017 | Growth
Ron Giuntini, the CEO/Founder of G35 Software, wrote this post. Introduction This post is a high-level overview of the whole service contract scene, focusing on the sales events occurring during the contract’s life. If it were a course, it would be called...
by Sam Klaidman | Jul 10, 2017 | Growth
A Sales, Manufacturing, and Service meeting about a new customer Imagine you head up a large capital equipment manufacturing business’s aftermarket service business. One day you and the head of manufacturing received a meeting invitation from one of the...
