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 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 | Feb 19, 2018 | Customer Value Creation
Why do people buy your products and services? People buy your products because they need the outcomes they get from using them, not because they want to use your service eventually. They traded their cash for your product because they expect the business outcome they...
by Sam Klaidman | Jan 25, 2018 | Growth
Today, OEMs and other sellers of Capital Equipment depend on the revenue and profit from post-sales service contracts and other services to offset the declining revenue and profit from product sales. Unfortunately, the industry has adopted three different terms to...
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...
