Service Contract Selling And Renewals

Service Contract Selling And Renewals

Service contract selling compared to selling products Let’s start by agreeing that the price and volume of your product sales are always high relative to your service contract sales. This is because service contracts are only sold to product users. And annual...
Culture, Personality, and You

Culture, Personality, and You

Corporate culture describes and governs the ways a company’s employees think, feel, and act. Sometimes the culture makes the business customer-centric (e.g., Zappos and Disney), and sometimes it focuses on employee compensation (think AIG during the Great...
Service Revenue as a Percent of Total Sales (2014)

Service Revenue as a Percent of Total Sales (2014)

Introduction After writing over 90 posts about service revenue and customer retention, it is time to show why these subjects matter. I will tell this story using publicly available data of service revenue as a  percent of sales for the company. This data is from a...