When you call a prospect and hear “We’re fine, thanks,” are they really fine? And how do you know?
Here are the possibilities:
1. they are not fine, but don’t know you and don’t want to speak with you but may be speaking with other vendors to seek change;
2. they are fine;

I have a theory. I will call it the ‘pimple’ theory. Let’s start with my fervid belief that everything happens for a reason. That as the baseline ‘given’, I had to ask myself how it was possible that George Bush could have been our President for 8 years, starting with the different conglomeration of factors [...]