In many sales roles, the development of a sales “story” and the cadence of that story is practiced during role-playing sessions. One sales team member will play “the customer” and the other “the sales rep.” It’s a way to practice your pitch and handle objections in a s...

Shriners Hospitals was experiencing carrier problems that required their staff to detect, respond and resolve issues. Part of the day-to-day work, but these activities usually took 30-60 minutes. Not only that, those engineers that had to track down the carrier was now...

If you’re more “seasoned” like some of us at Wholestack Solutions, you remember the good old days of IT. It was like the Wild, Wild West! We were gunslingers. We made it up as we went along. And if we crashed the system? No big deal…we learned from it and moved on.

Thos...

We get asked a lot about our “competitive advantage.” Prospective customers want to hear some techno-mumbo-jumbo answer about self-healing code or receive a laundry list of certificates the team has accumulated; and they are often surprised to hear one of my answers: I...

Roy H Williams offers up a great math/brain twister in his book “Wizard of Ads.” Let’s take a look at the math equation:

5+5+5=550

Williams states that with the addition of a single straight line this equation will be correct. Also, the answer doesn’t involve changing th...

In Roy H Williams “Wizard of Ads” he asks readers to picture themselves in front of a co-worker who has a half a dozen ping-pong balls. All the sudden, the co-worker tosses those balls at you at once. You fling out, trying to catch them at the same time and in the chao...

We stumbled across this great Dilbert strip that illustrates something we run into every day: technology for the sake of technology. When a new technology hits an industry, it’s all anyone can talk about. And it quickly becomes much like the above strip, where a leader...