Confucius: Success depends upon previous preparation, and without such preparation, there is sure to be failure.
We all remember the good old days of selling where you would meet face-to-face in the conference room, and before the actual presentation or software demo, there would be small talk, which would break the ice for the next hour. The small talk would help when the host asked the guests if they wanted coffee, as there would be five minutes of entirely nonbusiness conversation before the ...
