Recent Articles

November 10, 2015
Words Are Everything!

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 […]

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November 2, 2015
Simple, Not Simpler

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 […]

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October 5, 2015
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 the buyers needed them.  Stuff was bought and […]

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September 30, 2015
Stop Giving Presentations

Please. Stop giving presentations. Now, let me expand and explain. One of the very worst tools to ever be used by a sales person is PowerPoint. Not that it is bad on its own, just that we all use it as a crutch. We have all misused the true power of the tool because it is what […]

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September 28, 2015
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: “It is not necessary to change. […]

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