Making the Short List: Get into the B2B Game or Go Home

Struggling to make ends meet as a young teacher, I pursued a part-time job as a waiter at a popular local restaurant, where I was told there were no positions available. I completed an employment application…just in case…and handed it to the restaurant manager, who thanked me, and placed my application on top of a very tall stack of papers on his desk. As I left his office, I asked the manager about my chances of getting a waiter’s job there. “You see this big pile of applications?” he chuckled. Not satisfied with his answer, I asked, “When a waiter position becomes available, how will you select which candidates to interview?” The manager replied, “That’s easy. I just pick 3 applications fr

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