As sales people we hear it all the time – it’s all about driving to The Close. When are you going to close that deal? What do you need to do wrap this up? The majority of sales training for the last several decades has been focused helping the sales person close the deal. There […]

Jack Welch, the CEO of General Electric for 20 years gave us countless nuggets of wisdom as he grew GE’s value by 4000%. Amongst them are: Change before you have to. Control your own destiny or someone else will. Face reality as it is, not as it was or as you wish it to be. […]

  The Circle of Life is known. The Circle of Seasons is known. The Circle of Beer may not be as well known (yes it’s real…google it.) And the Circle of Selling is probably the least known of all. But it is this specific circle that drives the best performing sales teams to exceptional levels of […]

It's tough to not want to be right all the time. In fact it may even be genetically impossible for the male species. At least that is what I have come to believe. That little bit of wisdom, as they say, and a $10 bill will buy you a small plain coffee at your favorite […]

"The result of long-term relationships is better and better quality, and lower and lower costs.” W. Edwards Deming Generally, I agree with Deming. Except when that relationship involves a supply chain (purchasing) team that is schooled in PICOS. When that is the case, all bets are absolutely off and you had better hold on to […]