When Did Quality Die?

When did quality die?  It seems like everyone is always in such a rush to get things done faster these days.  This insatiable need for speed and faster time to market pressures have come directly at the expense of quality.  I hate to sound like an anachronistic, old dinosaur…but when I started in the business…

It’s 10pm, Do You Know Where Your Value Prop Is?

During my formative years, there was a public service announcement that would come on TV typically during the nightly news and ominously ask you: “It’s 10pm, do you know where your children are?” (Source: https://en.wikipedia.org/wiki/Do_you_know_where_your_children_are%3F)  So I’m rephrasing that question for all B2B technology solutions companies and asking you: “It’s 10pm, do you know where your…

When was your last sales surprise?

When was the last time you were on the receiving end of a sales surprise?  Let me guess, it was not of the pleasant sales surprise variety.  Our good friends at Merriam-Webster online capture it best by defining the word “surprise” as: “to attack unexpectedly” (source:http://www.merriam-webster.com/dictionary/surprise).  When I think of sales surprises, I inevitably think of them all being…