Ousting Occupying Opponents

Every B2B salesperson has more than one company in their funnel they want to sell, but can’t figure out how to oust the opponent, who is the incumbent vendor. When you have attempted to break through, all you get is the same old jazz, “We’re satisfied with the company...

Can I Borrow Your Shoes?

My dad bought our first house in 1955, the year I started school. Until that time we lived in several different rentals, including my grandmother’s basement. This tiny new spec home was located in a subdivision of 446 units, comprised of only three different floor...

Because the Customer …

One afternoon the phone rang in my office and the cheerful voice on the line stated his name and told me that he was a ministry care center representative with a large Christian non-profit in San Diego that my wife and I support. He said he wanted to thank me for the...