Month: June 2017

Many years ago I sold terminals and printers to firms that used IBM minicomputers. These firms had spent millions on their equipment. The fact that our equipment cost about one-tenth of the IBM equivalent was not a selling point. Prospects thought them “too cheap”. I learned that telling stories was so much better than listing…

It was Randburg, March 2001. A client asked me to a meeting with someone he felt might add value to all my other clients. This fellow started out like Sea Cottage coming out the gates at the start of the Durban July. I tried to interrupt him three times. He barely stopped to draw breath….