56. Never, ever dump on a competitor—the Tom Watson IBM glory-days mantra.
{"Image DocumentName": "56. Never, ever dump on a competitor\u2014the Tom Watson IBM glory-days mantra.", "Image ImageDescription": "57. Never forget the Law of Cousins! In developing nations in particular, power brokers at all levels are at least cousins! Consideration for a second cousin can pay off big time. 58. Speaking of favors, jail sucks. 59. Work hard beats work smart. (Mostly.) 60. REPEAT: HE/SHE WHO HAS THE MOST-BEST RELATIONSHIPS WINS. RELATIONSHIPS ARE THE ESSENCE OF THE WORK OF THE SALESPERSON. THE HARD ... AND LONG ... WORK OF THE SALESPERSON. 61. Mano v mano hardball is seldom the answer\u2014end runs based and patient multi-level relationship building via deeper-wider networks win. 62. If the deal is wired from below, truly wired, than the so-called big negotiations are essentially irrelevant. 63. If every quarter is a little better than the prior quarter\u2014then you are not taking any serious risks. 64. Phones beat  .", "Image XResolution": "37", "Image YResolution": "37", "Image ResolutionUnit": "Pixels/Centimeter", "Image Software": "SlidePlayer", "Image YCbCrPositioning": "Centered"}