Clip: Getting past being ignored

Clip from Episode 37: Dayna Leaman, Senior Account Manager at Wiley – Building a Sales Career:

Really take it personally as a challenge when someone puts me off is ignoring me. And we get this in our field a great deal. It is very hard to find the customer. I mean you know the true customers the student but the person who makes a decision is the professor. This was with Tulane University and I was desperate to connect with this woman because I knew she controlled the financial accounting course it was big. I knew I knew everything I could about her. I even sat in on one of her classes. She was a fantastic teacher. And finally I just hunted her down and I told her what is it going to take for us to partner together. I like you. I like how you teach and I see you as a part of Wiley and that just stopped her. She said well let me tell you what it’s going to take. I would need someone to convert my current assignments from this system to your system. I mean she listed almost impossible things and I said yes to every single one of them. I love that and I’m sure the end of this story is they’ve been amazing customer for many years since. Yes yes absolutely. In fact I just recently just last week was there. I always go talk to her first day of classes. Talk about the system we have partnered together she’s created things for us. I think she’s going to be a potential author with us for content. And she really and she told me this recently she said I never would have done the things in my classroom if you wouldn’t have pushed me to.

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