Since the launch of Industrial Supply Magazine nearly 14 years ago, I have had the privilege of authoring nearly 150 articles for their readers.   I love the publications because they serve the markets that I find most interesting.   I also know that many of my long-time friends read and find value in the messages contained on their pages.   Last year I was offered to host an ongoing column devoted to sales in our business and I accepted the new challenge.  Here is the good news, the bad news , and the great news . The good news – Quoting one of my heroes, Teddy Roosevelt, this column gives me a “Bully Pulpit” for talking about issues that I feel strongly about.  The Pulpit part implies preaching, which I promise to tone down.  But still, things like the sales process, getting paid for our knowledge, and fee-based services have been part of my lexicon since long before starting River Heights Consulting.  I guarantee I will constantly remind peo...