When a restructuring is a door and when it's a wall
A restructuring can open a services deal or shut one down. Here's how to read the filing, tell which kind it is and decide whether to reach out.
3 min read
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Tagged buying signals Page 5
Every post tagged buying signals.
Reading an earnings release for the one line that matters
An earnings release is long, but one line usually tells a services seller where the pressure is. Here's how to find that line fast and use it in an opener.
3 min readWhat a buying signal is, and what it isn't
A buying signal is evidence an account has a reason to buy now. Here is what counts, what doesn't, and why signals stack and age at the account.
4 min readSelling to regional banks
How to sell services into regional banks. Who buys, the regulatory and margin pressures they face, the signals that matter and an example opener.
3 min readThe 8-K items every services seller should watch
An 8-K tells you something material just happened at a public company. Here are the item numbers that signal a services buying window and how to read them.
3 min readWhat a new CFO means for your services pipeline
A new CFO changes how every services deal at an account gets judged. Here's what the signal means, when it opens a door and how to reach out.
4 min readThe ten buying signals a services firm should watch
Ten buying signals for services firms, ranked strongest to lightest, and the four questions that decide what any one of them is worth.
4 min read