Rick Farrell is president of tangent knowledge systems, a Chicago sales training company. He is the author of the upcoming book-selling has nothing to do with selling. He has been in sales for 30+ years and speaks at conferences and conventions worldwide. He has been featured in the Wall Street Journal, BusinessWeek, NBC, and PBS. He is the unofficial record holder for the number of B2B association speaking engagements (manufacturers, distributors, wholesalers, professional services, manufacturers representatives, service providers). His in-depth knowledge of the sales challenges of small to midsize companies (commoditization, price pressure, new market opportunities, transactional selling, poor sales accountability, unqualified sales pipelines, ineffective new business generation, long selling cycles and increasing cost of sales) is unparalleled. Delivery is fluff-free, content rich, 'PowerPointless,' fast-paced and extremely interactive (gets out and engages the audience for questions, answers, examples and role-playing). The delivery style is authentic, self-deprecating, entertaining and real world with a problem solution orientation. Audience participants should be prepared to be respectfully challenged and to think outside the box.