There is increasing interest in equipping sales people to reach and interact with the senior level customer. The impetus? The idea that these top decision-making individuals may be less encumbered by those nasty things called budgets and far more interested in...
The Pareto Principle, sometimes called the 80/20 rule, holds that 80% of consequences result from only 20% of causes. In the corporate world, this shows up everywhere from finance to manufacturing. It was first noted in the 1870’s by Italian economist Vilfredo Pareto,...
The middle of the fourth quarter never fails to create emotion. If you’re in sales, the time is spent both in an effort to finish strong and on identifying (or being told and accepting) your goal for the following year. The pressure to make the number is real,...
In 2021, I became a statistic. Twice. To kick off the year, I joined the ranks of nearly one million new pet parents in the US. I had always wanted a dog and working from home finally offered the flexibility to care for one. The addition of our sweet furball brought...
Arthur Miller’s 1949 play, Death of a Salesman, features as its protagonist Willy Loman, a mediocre businessman and downtrodden soul. He’s also —spoiler alert!— the titular dead man, whose story is used to explore the social, political and moral facets of the American...
