Don’t Sell. Educate.

I attended a conference in Seattle mid-October. One of the highlights was listening to Hans Melotte, the Executive Vice President of Supply Chain at Starbucks. He is kind, warm, fun and charming. He’s also very strategic and forward thinking. He believes in partnerships and value over price. Melotte was asked how his procurement team innovates.…

On Dealing With Vicious Sales Cycles

I have lots of friends in sales.  They sell everything from merchandise (cars) to services (staffing events) to ideas (data analytics). Communicating with my friends in different industries gives me incredible insight:  I am able find commonalities in the various business settings that weave a strand of competence and success across all industries, including mine.…