Marketing Service Contracts in The 21st Century

Marketing Service Contracts in The 21st Century

Selling is all about making it easy for your prospect or customer to buy.  This transformation is taking service contract selling into the 21st century and is powered by new marketing ideas and concepts. When tiered service contracts were first introduced almost 30...
Dating and Customer Relationships Sometimes End Badly

Dating and Customer Relationships Sometimes End Badly

When we start dating a new person, there are four possible outcomes: Both mutually decide there is no further interest One of you can decide not continue the relationship You can enter a long-term relationship until one of you decides you’ve had enough You can make...
Selling Service Contracts Is A Team Effort

Selling Service Contracts Is A Team Effort

A Sales, Manufacturing, and Service meeting about a new customer Imagine you head up the aftermarket service business of a large capital equipment manufacturing business.  One day you and the head of manufacturing received a meeting invitation from one of the...
Will The Open-Source Movement Disrupt Your Industry?

Will The Open-Source Movement Disrupt Your Industry?

When most of us read stories about how this industry or that one is being disrupted by low-cost, open-source products 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...