"To succeed in business, you have to have a genuine, honest-to-goodness interest in profitability. And most people don't."

—The Art of Profitability by Adrian Slywotzky

Our guest on episode 143 is Bruce Merrifield, President at Merrifield Consulting Group, Inc. and a partner at Waypoint Analytics. As you'll hear, listening to Bruce is like studying with an entertaining professor in a graduate program. He links insights into profitability and common sense, with a heavy dose of counterintuitive thinking (he shares why buying low and selling high is a poor way to advance your business goals) in a unique way that will have you seeing your world a bit differently.

Raised in St. Louis, Bruce attended Princeton as an undergraduate student and earned his MBA at Harvard. Bruce shares his experiences that resulted in insights related to quantum profits, order size economics, and customer profitability rankings—all tools that will help you become more profitable this year . . . if applied.

To help you make the most of this episode, we hand-edited a transcript of our conversation. Included are the simple mathematical equations Bruce outlined to make his insights. Visualizing them will hopefully make your next steps more discrete as you apply them to your business. Visit www.behindyourbacksales.com/podcast and click on Bruce's face to access the PDF download.