By Alan Weiss, Contributing Editor
There is a hackneyed and obnoxious phrase in the sales business called "low-hanging fruit." The point, as I have understood it, is that you should pursue what is easily within your reach and not kill yourself trying to climb the tree.
But what if the low-hanging fruit isn't very sweet? What if it's inedible? What if it's poisoned?
If No One Wanted You to Climb, There Wouldn't Be Trees
Willy Sutton famously pointed out that he robbed banks because he knew they had money there. But he never specified that he chose banks that seemed to leave money in the lobby or placed it in the windows. In fact, one could readily infer, the banks with the most money probably had it most carefully protected and guarded.
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