Sometimes you need to work hard to get the sale. The Old Boys Club is one of those times.

When I was quite a bit younger and starting out in a sales capacity I often came up against the “Old Boys Club” (OBC). What this looked like to me was a bunch of people who networked at a certain level (usually very senior) who had an instant “in” with a client that I was trying to win. It was frustrating and I would whinge and complain about how it just wasn’t fair that these guys get the sale just because they go to the same yacht club or because they went to school together years ago. more…

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