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[...] One of the best ways to get rid of a troublesome coworker is simply to give out his name to a few headhunters, who will quickly bombard the guy with so many offers that he will resign on his own within the month. In the ultimate perversion, companies hire headhunters to _telephone their own e…

Someone who talks to people all the time about what they want is a twenty-six-year-old woman I'll call Claudia Gomez. She is what is known in the headhunting trade as a "ruser," meaning one who performs ruses, one who uses surreptitious methods to trick receptionists into giving out names and job d…

[...] there are so many software firms that just selling them software can make a company one of the fastest-growing software firms. [...]

Above that, it's "Department-level Discretionary," about three grand. At most Fortune 1,000 firms, all purchases above three grand have to go through a purchase requisition manager, who is someone who has taken classes and been trained to sit on a department's purchase order until the very last day…

When Mans gives a demo, what he's waiting for is what salespeople call "the drift-off moment." The client's eyes get gooey, and they're staring into space. They're not bored -- they're imagining what they could do with Surveybuilder. All tech salespeople mention this -- they've succeeded not when t…