CHAPTER1

Researching the Company

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JOE PASCUAL IS a 36-year-old sales manager. He has worked in the telecommunications industry his entire 14-year career. He began as a sales representative, moved to marketing and then moved back to sales, became a general manager, and even started up new operations for one of the largest telecommunications companies in the world.

In 2014 Joe decided to look for a new position. He had rock-solid credentials, experience, and references. He began circulating his résumé and applied online and direct to a few companies that had posted director-level opportunities.

After three months of doing this, he had made no real ...

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