CHAPTER 1
The Sales Innovation Dilemma
THE CAB PULLED UP to the hotel. As I fished for money to pay the fare, I wondered how the English carry all those heavy coins around in their pockets. I wheeled my suitcase through the revolving door to find Alastair in the lobby at “half-ten,” as they say in Britain. It was a sunny morning in London’s Canary Wharf financial district, but my body clock reminded me that it was still 5:30 AM on the east coast of the United States. The time zone change and the long flight were starting to kick in. Sleeping less than four hours in an airline seat, no matter how far it reclined, left me weary as I transitioned into a day full of meetings.
Alastair was an executive with a global technology company and my host ...
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