Top 10 Reasons High-Tech Salespeople Fail & What to do about It
Body of Knowledge

Top 10 Reasons High-Tech Salespeople Fail & What to do about It

All sales professionals share common problems in their day-to day activities which lead to failure. Sales is a profession not unlike law, medicine, accounting or engineering; it requires continuous training and the refining of skills.  The following is a report based on research and observations of high-tech selling teams and describes the Top-10 problems and their solutions….

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Sustainable Operations Excellence

With global competition at such a dynamic level that any day lost without operations improvement imperils the company’s economic position; the status quo simply leads to failure.  In order to out pace this competitive environment, companies are implementing strategies to establish competitive advantage as a low cost producer or as a stand out through product differentiation.  The…

Get Lean! (A Remedy to Crises?)
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Get Lean! (A Remedy to Crises?)

While many of us are thinking about “losing a few pounds”, that is not the focus of this article. It’s about reducing “waste”, not “waist”.  The topic is “Lean” as it applies to efficiency and effectiveness of organizations.  Just as being lean is healthy for people, being Lean is healthy for organizations, including businesses, government, schools and not-for-profit institutions….

On Being “Green” and “Global Warming”
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On Being “Green” and “Global Warming”

I grew-up in Binghamton, New York – actually a “suburb” of Binghamton, New Yorkcalled West Corners. West Corners was a nice little community and, as a child, seemed more akin to “Green Acres” and “The Waltons” than the nearby birthplace of such industrial stalwarts as Endicott-Johnson Shoes (remember “Father and Son Shoes”?), Link Simulation (the founding father of modern simulation) and…