DeWese--Turning a Grazer into a Hunter

This printing equipment executive is a powerful guy, and I didn't want to disappoint him, so I cleverly asked if there was some specific topic that he wanted me to address.

I thought I heard him choke back a little sob, and then he said, "I want you talk about prospecting for new business. We've just completed an analysis that tells us that 80 percent of our sales are coming from 20 percent of our salespeople."