CHAPTER 7
The Innovative Sale in Practice: Delivering a Better Value Proposition
AS I DROVE our rental car through the drizzling rain along I-35 in Dallas, keeping pace with the mass of traffic that was barely doing thirty-five, I was struck, as always, by the large number of tall glass buildings. To a Dallas resident, I’m sure each building was recognizable and distinct. But to my unfamiliar eyes on that rainy morning, they all looked the same.
Exiting onto a service road, I pulled into an office park and paused to see if the rain would abate before we ran for the door. I was traveling with Carrie, our director of consulting, to a medical staffing firm that placed a wide range of nurses, surgical technicians, and front and back office support ...
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