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 […]

It’s not new, and it’s not even surprising anymore, but it is sad. What is sad is the amount of human time and energy put in to the price of what we sell. We have pricing strategies, pricing matrices, price lists, price points, price quotes, price negotiations, rebates, pre-bates, discounts, and endless systems and tools […]

Building blocks are not just for kids! Sales people need them now more than ever. Let me expand and explain. As sales people we are told to “just go sell”. Get more face time with our clients. Understand what they need and then deliver it. Simple, right? From that single perspective yes it is. And […]

Nobody cares how much you know, until they know how much you care. - Theodore Roosevelt As sales people our past success over several decades has been driven by data - data in the form of what we KNEW. Our success in “selling” was once based on the information that we had in our heads, the […]