Taking Account

A warm breeze picked up over the ocean as the waiter approached our table with the dessert menu. It had been a nearly perfect business lunch, if there is such a thing. I was riding copilot that day, observing my client, Paul, on a customer visit. He certainly picked a great location for this meeting. We were having lunch with Claire, the national head of retail sales for a major computer company.

The conversation had been lively and casual. We had shared stories, talked about Claire’s business, and also discussed Paul’s business. Paul had that regular guy look, not the profile you would expect for his high-stakes position. ...

Get Quotas! now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.