Client Services: Know your Newman!

"…Well, I'm here to tell you that any organization that you sell into has as a Newman, somebody that you are civil to, somebody who's civil to you, but you really can't stand each other and you know, you're trying to undermine each other at every step of the way. Now, in managing sales forces and client services, I've had a number of people come to me saying, we have a great relationship, they love us there.…"

Every organization you sell into has one! Make sure you know who it is.