The Value of Negative Space

The suggestion, if you’re thinking like Michael Porter, is to choose which of the objectives are less important. This is often easier than choosing the most important. The situation, your industry, your personality, your client’s preferences and the current status of your relationship will all impact which objective you choose not to pursue. Peel away the onion and see what’s left. […]

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