The Walls Have Ties

Your clients’ offices — including reception and common areas — are their habitats. They’re filled with clues about the company and its culture. Think of the waiting room as an anthropological research opportunity, where you’re exposed to resources that aren’t available in company reports or on the Web.

There are topics for discussion literally littering the walls. The artwork, the trophy case, the plaque, the photo of the ribbon cutting, the mission statement, the free […]

Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort.
   --Booklist, July 2014