My Greatest Sale: I sent the buyer a cockroach

Michael Boyette

I’d tried just about everything to get a meeting with the prospect. But I just couldn’t get his attention. I called. I dropped by. Sent notes. Called again. Weeks went by and I never heard back.

My Greatest Sale: Selling from the bottom up

Michael Boyette

I sold a great service with a proven track record and a potentially huge impact on the prospect’s bottom line. An internal champion was pushing hard for me. He’d set up a meeting with the key decision makers. But they’d shut me down. “We already have a plan, and you’re not in it,” they said.

My Greatest Sale: ‘Admit it: There’s no way you’ll hire us’

Michael Boyette

“Thank you for inviting me to present to you today,” I told the buying committee. “But we all know I am not going to win this contract.” I was dead serious. We were a $42 million company invited to bid on a $400 million call-center deal. All of the other semifinalists were much, much larger.