Death of the Salesman? I Don’t Think So

Death of the Salesman? I Don’t Think So

It seems that the wave of the sales revolution is picking up steam. Just now we are seeing many “sales experts” announce that the role of the salesperson is gone. The internet has won and people in selling can be replaced by specialized recognition systems driven by...
Stop Closing!

Stop Closing!

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...
The Journey Into Relevance

The Journey Into Relevance

In the beginning there were people who made stuff and people who needed stuff. Then there were the peddlers of stuff who helped the makers and the buyers find each other.   The peddlers of stuff were very successful for hundreds of years, because both the makers and...
How Not to Be a Dinosaur

How Not to Be a Dinosaur

As I find myself studying Edwards Deming more these days, I realize there is an amazing amount of fundamental business wisdom in much of his thinking and many of his quotes. This past week I was reminded of the vital nature of one of his most challenging quotes ever:...