Blog Service in the New Sales

Service is the New Sales I’ve sat through my share of keynote speeches and presentations. They usually begin with the speaker laying out his or her unique qualifications or expertise in the... Read More

Blog The Network is the New Table

Years ago in this forum I was pretty vehement about the conference room table. It seemed to me that this magical piece of furniture had lost it’s way. It is my understanding that the humble... Read More

News Happy Holidays 2021

Last week, I found myself at a bar called O’Sullivan’s. This bar is not just famous for having the most apostrophes in a single name of any bar. It has Pliny on tap. Two kinds of Pliny. I... Read More

Blog The Hidden Cost of Expensive CRM

I recently had a chat with a colleague who took a sales job at a big, big company. We were chatting about why, after only 60 days, he was leaving. The money was great. The people were great. The... Read More

Blog Survey Says… “It isn’t a TOILET”

Survey Says…  “It isn’t a TOILET” I recently wrote a piece regarding TaaS, or “Toilet as a Service”.   The point I was trying to make is... Read More

Blog The AV Sausage Machine

I remember walking into the lobby of a prominent Silicon Valley tech company.  It was one of probably 20 or 30 lobbies in the region for this company.  There was a flat panel... Read More

Blog What is Commissioning?

I was asked the other day to go “commission” a system that involved over a dozen wireless mics.  It was a great customer, and he just wanted to make sure that he got everything right... Read More

Blog Do You Guys Still Rep…?

I get asked that a lot.  Do you still rep brand XYZ?  I guess from the outside it looks like we change a lot.   Recently it has been true.  For years it was not the case. So... Read More

Blog The Cubicle of the Future

I remember a discussion by Carl Sagan or maybe Neal Degrasse-Tyson about how time seems to move more quickly as you get older.  As we have fewer unique experiences as we age.  Our brain... Read More

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