The first commandment in the business development bible: Listen to your customers. GEP, a rep firm for 72 destination management companies around the world, took the good book to heart when it devised its first major U.S. sales blitz for its member companies. But don’t call it a sales blitz—GEP President Chris White considered the event more of a listening tour. And, indeed, the traveling teams worked hard at their client meetings to steer clear of the usual dog-and-pony-show in favor of ...

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