There are several scenarios when using an SDR (Sales Development Rep) is tactically the correct thing to do. There are many more when it is not. If your company is in a [ … ]

I wrote in my last post about the financing mechanisms that will fund a reconstitution of Manafacturing. Industrial. Infrastructure This post will put a frame around the issues creeping into [ … ]

The United States is about to have a quick, robust, reconstitution in manufacturing, infrastructure rebuild and industrial spend and labor demands. Each of theses dynamics are unique but to keep [ … ]

John McCain is a myth, and mythologies die-hard. People need mythologies. We don’t want to let them go, they have to be pried from us. When, and if, we finally [ … ]

Breeding competition is a station on your new client assembly line. Your choice is either build it to your specifications or have the competition build it to theirs. You cannot [ … ]

Enterprise buyers are technology averse. They shun it. Don’t sell them what they don’t want. They want intimacy with sales and service You may enjoy buying the newest smartphone, but [ … ]

A common characteristic of the entrepreneur CEO is that they have difficulty transferring their concept of a thing to someone else. They get frustrated and that cascades down. When the sales [ … ]

Changing the behaviour and rituals of children takes only a small amount of plotting and determination. Changing our own behaviours and rituals requires more effort. We have little ability to coerce [ … ]

Did your salespeople fail or did you? The best salespeople are race cars. On a track they perform incredibly. The failure is that you have not had the patience or pain [ … ]

Opening a remote office is a milestone. It is a boat approaching Plymouth Rock. Don’t mess up the landing. A remote office should not be an indulgence or a vanity, nor permitted creative freedoms, it [ … ]