A new bid is a negotiation. A renewal is a relationship with a number attached to it, and that difference changes everything about how the conversation should run. Renewal price increases carry history that new bids do not. The customer remembers last year’s number, believes the relationship earns them something, and reads any increase as...
Tag: B2B Sales Strategy
Manufacturing Sales Teams Face Perfect Storm: Labor Shortages, Tariff Uncertainty, and Buyer Behavior Shifts in 2026
Scorecard Sales: Custom Sales Training That Delivers Measurable Results The manufacturing sales crisis of 2026 represents a convergence of pressures that no single strategy can resolve, yet most organizations are still responding with tools designed for a different era. The manufacturing sector enters 2026 facing what industry veterans are calling the most challenging sales environment...
The Silent Sales Killer: How Emailing Proposals Creates Leaks in Your Pipeline
Here’s something all of us salespeople can relate to. We get an exciting opportunity that is equally lucrative and challenging, often requiring the right sales process tools to manage effectively. We have to do a little extra work and research to put together an estimate and proposal but, hey, for an opportunity like this, it...
Goal Posts: The Most Important Thing In A Sales Process
Imagine yourself playing a game of soccer. You’re on the field and you can kick the ball in any direction you want to. No one is blocking you and you have to score a point, but there’s only one problem: no goal post. Nowhere on the field do you see anything that resembles goal posts,...