Dwight Davies said the following to me long ago:

“At any given time there are three to five things that a company is working on that are driven by the board and CEO on down, and everyone owns a piece of them.  They’re not always the obvious things.  If you are talking to people about  one of those things, you’re helping.  If you are talking about anything else,  you’re on the outside and you’re selling.”

I think this is true wisdom.

This entry was posted on Wednesday, October 14th, 2009 at 5:32 am and is filed under Account Development, Rainmaker, Selling Professional Services. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.