How exactly do you handle it when you’re calling on someone who doesn’t know much about you? It’s a challenge for virtually every new business developer and in this episode, we devote two segments to it.

In the first segment, Bill Caskey retreats to the whiteboard to give you some ideas on how best to compete with their current vendor. And later, Brooke Green returns to talk about the entire ‘sales cycle’ that will bring about change for your customer (and business for you).