Choosing quality over quantity: Why the right customers matter
For commercial service contractors, it’s essential to find ways to improve efficiency and profits during this time of economic uncertainty and labor shortages. Drawing from ServiceTrade CEO Billy Marshall’s presentation at the 2024 Digital Wrap Conference, this article explores one key strategy for reducing risk, maximizing efficiency, and growing your profits: selling to the best […]
Lessons from Moneyball: The data you need to sell more services
Look at these two career software salesmen. Along with silly and fun, we’d describe Billy and Tim as: Charismatic Engaging Great at building relationships This can be extremely helpful when you’re in sales. Why? Because storytelling is a huge part of successful sales. We regularly train our sales teams on storytelling. Everyone shares interesting stories […]
5 ways to sell more (& better) mechanical service agreements with SalesManager
Selling more maintenance agreements is one of the best ways to scale your mechanical service business, particularly in a labor shortage. But improving your sales engine can be a daunting task, especially when you’re focused on operations and keeping up with your current workload. That’s where SalesManager, sales software built for mechanical contractors, can help. […]
A better approach to the skilled labor shortage
At ServiceTrade’s 2022 Digital Wrap Conference, CEO Billy Marshall presented an innovative solution to a core challenge that’s top of mind for everyone these days—the ongoing labor shortage. The statistics are concerning. For every two techs that retire each year, only one enters the field. But demand for your services continues to grow. So what’s […]
Highly recommended holiday reading
This might not be for you, but most of us in sales need help knowing what to say and when. Take a look at this two-minute clip of Phil M. Jones from the 2019 Digital Wrap Conference. This exercise demonstrates how the right words can change how we think. At DWC19, Phil revealed some of […]
How to grow your service contracting revenue 23.4% year over year
On average, commercial service contractors who use ServiceTrade grow their invoice revenue by 23.4% year over year. All you have to do is buy ServiceTrade and you’ll grow! Our work here is done. The end. If only it were that simple. There is a big difference between the best and worst performers. For example, contractors […]
254,484 quotes: Fast, rich, and easy
Commercial service contractors, do delays in sending repair quotes to your customers impact your approval rate? How much? Are quotes more likely to be approved if they are paper or digital? Do pictures and videos help? These are easy questions to answer! Simply connect a business intelligence (BI) tool, like Amazon QuickSight, to the application […]
Tellin’ ain’t Sellin’ – every customer is from missouri, so show them something!
When your salespeople call on customers, what are they pitching? What do they present when they get that rare opportunity to show a high-profile prospect the benefit of working with your company? While I have not been in the room often when a commercial service contractor is pitching a customer, I have seen hundreds of […]
That awkward moment
I love asking business owners and managers “Who do you think you are?” I’m not trying to pick a fight. What I’m really asking is “What makes you different and better than your competition?” But that’s a pretty boring question. Generally, those who give me a concise, thoughtful answer run growing and profitable companies. Those […]
Money for nothing
When you deliver great service, equipment and systems don’t fail, nothing happens, and your customer is left wondering if you’re worth the money. When you deliver poor service, systems fail and the customer gets frustrated. You’re damned if you do and damned if you don’t. Billy Marshall’s keynote presentation at the 2017 Digital Wrap Conference, Money for Nothing: How […]