Knowing Something About Your Customer Is Just as Important as Knowing Everything About Your Product

Take politicians, for example.  A politician will support your proposition only as long as it is politically popular or uncommonly rewarding. That isn’t to say that pols are any less honest or reliable than the rest of us.   it;s just that politicians must shift positions constantly to keep…

Follow The Fleet

MY FIRST REAL JOB, AFTER I ESCAPED FROM PUSHING a broom–which was the core of the curriculum at the Quality Park Envelope Company’s lEarn-the-Business-from-the-Ground (actually, the Floor)-Up Sales Training Program–was junior salesman.  I was twenty-one.  To me, an envelope was something you used when you didn’t wand your girlfriend’s…