Corporate executives who cling to the old "dialing for dollars" paradigm drive me crazy – especially if they want their reps to crack into corporate accounts. In today's business environment, it doesn't work. But for some strange reason, my repeated attempts to correct their errors in judgment falls on deaf ears. It's like they have a total blind spot in their brain about this matter.
"How can I make these people understand?" I'd ask myself. Clearly logic wasn't working. It took some serious thinking, but I finally figured out how to get through to them so they understood that new sales strategies were needed.