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...
by Sam Klaidman | May 29, 2017 | Growth
When most of us read stories about how low-cost, open-source products disrupt this industry or that one, we say: “Can’t happen to me. Our products are too complicated, have too little volume, or just not interesting enough for the disrupters.” Think...
by Sam Klaidman | May 15, 2017 | Growth
This post was adapted from an article by Sam Klaidman and Dennis Gershowitz that initially appeared in the September 2009 edition of the AFSMI Sbusiness News (no longer published). Ever wonder why people fail to renew a service contract? Are you looking for the right...
by Sam Klaidman | Mar 20, 2017 | Growth
If you are responsible for growing your service business, you are in Sales. Maybe not product sales, but certainly, you are selling services. Also, you probably depend on the sales organization to initially sell service contracts, other services, and the product. So,...
