Decision Making

Why am I Going to Do what You Want?


Every time a subordinate, peer or potential vendor asks me to agree to do something, my mind quickly races through a list of eight questions: 1. Do I believe this could be important? If not, why would I do it? 2. Do I believe this will be successful? If not, is there anything I can […]

Kash Amburgy

Save Cash with Kash


When I lived in Cincinnati working for Procter & Gamble, there was great local advertising for Kash’s Big Bargain Barn. I’m defining great advertising in this case as unforgettable, even if you tried to. I’ve remembered the tag line “save cash with Kash” for more than 30 years. Kash Amburgy delivered the message “Follow the […]


It’s Saturday Night at the Cook County Morgue


I think this lyric from an obscure murder ballad pretty well describes a person’s initial feelings after having been fired. I’m dead. My life is over. I’ll never (fill in your own bucket list here). When someone is fired, one normal response is similar to grieving over their job and themselves. For most people, there’s […]


False Advertising?


I recently saw a high-energy commercial with people dancing and jumping around the video slots at the Saratoga Casino and Raceway not far from my home in Saratoga Springs, NY. The casino looked much more exciting than I remember from my last visit several years ago, so I drove over to see if they’d made […]


Separate Prospecting from Selling to Be More Successful


One of the easiest and most successful processes to increase business-to-business sales is to simply separate what’s normally called selling into two parts: Prospecting and selling, which I define as: Prospecting: Finding someone who wants to talk to you. Selling: Convincing a prospect to do business with you. Let’s look at the two sequentially: 1. […]