Call the right sites at the right time and talk to the person who runs the flow to win construction site security contracts. Focus on active builds in either the framing or electrical phase. Make the approach early in the morning to the superintendent. Begin with a site that is at risk for theft. Instead […]

A telecom prospect list works when each account has three fields that most B2B lists skip. You need the seat count, the site count and the end date of the current contract. Seat count shows the deal size. Site count shows the install size. The contract date tells you when to call. Look at the […]

To build a 3PL prospect list, you need structured data, a strong ICP and solid research on buying signals. It takes more research than a general B2B list. Industry and annual revenue give you a starting point. But they don’t tell you what a brand needs from a warehouse. So, you need to look beyond […]

In most companies, the owner, office manager, IT manager, IT director or a group of top leaders picks the telecom service. Who makes the telecom decision of a company depends on three things: How big the company is How its IT team works What service it needs But the person who picks up the phone […]

If you’re selling staffing services, begin with the person who feels the empty seat. Then move to the people who approve vendors. That usually means the hiring manager or operations lead first, then HR or talent acquisition. Procurement or the MSP program office steps in at contract time. The Three Seats in Every Staffing Deal […]

To overcome objections to vending machine placement, you need to acknowledge their concern, answer with facts and suggest a non-pressuring follow-up. But if they reject it directly, then request no further. Furthermore, you should use separate scripts for cold calls, email and LinkedIn. Because each channel has different purposes. This guide prepares some scripts for […]

Winning a vending location that already has a vendor is tough but not impossible. You just need to figure out when their current contract actually lets them make a change. Every contract has an expiration date, exit clause, bidding schedule or renewal notice window. I’ll walk you through how to find which rule applies to […]

When offering vending machine commission rates, you need to check sales percentage, fixed rent or tiered payment. But standard commission rates are estimated from 5% up to 20% of gross sales per month. If it’s a small or amenity-based location, then the rate can be 0%. So to negotiate the offer start your financial offers […]

Public vending contracts require research and planning up front. One way is to check past RFPs, monitor board agendas for contract renewals and register with agency bid portals. Previous RFPs can show the present dealer’s commission and yearly guarantee. On bid listing sites, you can only see an RFP after it goes live. You have […]

You have to contact the 3PL decision-makers depending on the shipper. Talk to the director of logistics or director of operations for a mid-sized brand or manufacturer first. After that, bring in the VP of supply chain and finance. The RFP is managed through procurement at a large company and is finally approved by a […]