June 2025
Why Your Veteran Rep Handles Objections Like Magic
Why can your experienced salesperson handle objections so smoothly while your new hire stumbles through the same conversation? The answer lies in a computer science concept that's re...
Articles
Thinking on manufacturing, finance, systems, and building businesses that actually work.
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Why Your Business Crashes When Key People Leave
Your best employee goes on vacation, and suddenly nobody knows how to handle the client who always pays late
June 2025
Your Competitors Use Systems. You're Still Managing Situations.
I’ve been working with two manufacturers on their bill of materials
June 2025
How to Stop Optimizing the Wrong 1%
Your team is working harder than ever, but productivity isn't improving
June 2025
2 Retirees Couldn't Stop Buying Lottery Tickets--You Should Follow Their Lead
Back in 2003, Jerry and Marge Selbee found a statistical loophole in the lottery and started using it to raise money to revitalize their hometown
June 2025
The Hidden Cost of 'Ready. Fire. Aim'
In software development, we have a rule: **Never deploy code without testing it first
June 2025
Why Your Gen Z Team Respects Your Title—But Not You
I’m temporarily sharing an office with a Gen Z’er
June 2025
How Developers Find Hidden Problems (Use This)
Your sales are down 30% this quarter, but nobody can figure out why
June 2025
Why Your Tech Problem Is Actually Bob
Many businesses come to me because they think they have problems with tech, marketing, or sales
June 2025
Two Drivers, One Truck, Zero Progress
Picture this: You have one delivery truck and two drivers who both need it at the same time