Moving from the Spreadsheet to Irrational Logic

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Logic is a powerful tool. With the development of our massive neocortex we have the ability to use logic instead of emotion alone. This trend begins with the Greeks and goes right on through the Age of Reason to where we are today. Most of the time we believe that logical … [Read more...]

A True Story About Arm’s Length Decision-Making

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Salespeople often get a bad rap, sometimes deservedly so. But some purchasing managers can hang with the worst of them. All the following events are true. The salesperson's business is predominantly driven by RFPs and a process that is normally run by brokers. When this isn’t … [Read more...]