The Wide, Wide World of...

Now, I am not a big fan of equipment lists as a selling tool. They are somewhat of a necessary evil, but certainly should not be used as the lead item in a sales call on a new customer. I’m a firm believer in approaching sales calls from the perspective of the business objectives the customer is trying to achieve, a technique that worked very well for me during my 10+ years in sales before I crossed over to the dark side (marketing!).