A wealth of candid,
practical insights

(And this is just scratching the surface.)

It’s a great time to be in sales

The reports on sales are bleak. Increasing numbers of buyers avoid interacting with salespeople. Remote work makes it more challenging for sellers to get face time with customers. Selling continues…

Reflections on the PPS Spring Conference

The Professional Pricing Society’s Spring Conference in Dallas was a deep dive into the world of pricing. The conference brought together over 400 pricing leaders from various industries, offering …

The farce of the fixed mindset

In many settings, leaders are taught to seek out those with growth mindsets and pursue them. We are taught to find opportunities for high performers who have these growth mindsets and manage out th…

Value selling to government agencies

If you’ve ever sold to the government, you know the feeling of getting beat down by the procurement process. It can be especially frustrating when you’re trying to increase the price of your produc…

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