by Sam Klaidman | Jan 9, 2019 | Growth
Successful selling is the objective of product and aftermarket salespeople. Successful selling is an outcome that many businesses fail to achieve. Even with the uncertainty of fluctuating revenue, margin, and profits, our sales and marketing efforts are still selling...
by Sam Klaidman | Sep 24, 2018 | Customer Value Creation
Customers only purchase products and services for one reason — to achieve their desired business outcomes (results). Whether we are talking about products or services, large or small, capital or expense, doesn’t matter. As long as they are spending money,...
by Sam Klaidman | Apr 30, 2018 | Growth
It is the end of April and we are 1/3 of the way through calendar 2018. By now your CFO is relatively certain of two things: Will the business finish out the year by achieving the annual budget? Will the service business finish out the year by achieving the annual...
by Sam Klaidman | Apr 19, 2018 | Growth
Introduction Almost one-year ago I wrote another post about attaching service contracts to new product sales. However, that post came at the subject from a different perspective. Reading both posts together will provide a more complete picture of the challenges of...
by Sam Klaidman | Jul 21, 2014 | Growth
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...
