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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 […]

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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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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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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. […]