Peer-to-Peer Networking. First, it is great to see Bob Dean blogging again. His GMAB sessions provide great insights into the issues of manufacturing executives. Thus arises another technique to gain selling momentum - offering an update on what an executive's peers are executing and being successful at. Experienced salespeople bring these productivity insights to their executive buyers. Rookie salespeople offer them up as conversation starters. For example, my colleague at Target discovered that their customer database was hacked via their air conditioning system...is that a vulnerability that applies to you? Salespeople have the ability to pick up emerging best practices, productivity insights, lessons learned and other vignettes from their peers. Bottom Line: By listening to how other Fortune 500 executives succeed, thoughtful salespeople enjoy regular customer conversations (without burning any bridges).