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 […]

Irregular and irreverent rants and ravings from a SALES FANATIC. We have learned over years of working around the world in every country where commerce exists that the meaning of words often times have huge variations. What I think I am saying can sometimes most certainly NOT be what my listener hears.  And this does […]

Everything should be made as simple as possible, but not simpler.  Albert Einstein I believe that the selling environment of B2B sales is quickly becoming too complex. Multiple conversations about the myriad methodology changes in the B2B selling space are creating a background of noise that is only complicating the challenges faced by already busy […]