CHAPTER 3
What’s Your Problem? Laying the Foundation and Gathering Insight
JASON HIT THE industrial strength garage door opener, dipped under the rising door, and began his walk through the warehouse. It was spotless and lined with towers of beverage palettes in rows that extended in every direction for hundreds of feet. A couple forklifts weaved through the towers, loading semitrucks for their morning deliveries.
Entering the offices on the far side of the warehouse, Jason, an account manager for a midsized beverage distributor in Ohio, sat down for his Monday morning sales meeting and tapped his foot. He was anxious, more so than on other mornings, and eager for the meeting to end. It wasn’t the long list of phone calls and e-mails that he ...
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