Jill Konrath | May 11, 2016 55 views 1 Comment
When I began working in sales, I was on a mission to get up to speed as fast as possible. I read all the sales books, went to seminars and took everything I learned as the gospel truth.
One of my biggest sales opportunities at the time was a fast-growing construction firm. I’d already gotten my foot in the door and met with Tinsey, a very articulate woman who told me she was making the copier decision for her company.
Not long after our first meeting, however, I read a book that insisted salespeople should work directly with the ultimate decision maker – the person who had the power to say “yes” or “no.” Any communication with underlings was just a waste of time. read the rest here