My Favorite Lead Generation Source: The Competition

When I sold superservers for NetFrame Systems, our arch rival competitor was a company called Tricord Sytems. The people at Tricord despised NetFrame! In fact, the local Tricord rep hated us so much that he made preemptive strikes in all his accounts, by telling customers how “awful” NetFrame was.

Doing their due diligence, customers wanted to find out for themselves why NetFrane was so incompetent, so they called me. Of course, once a customer discovered that what Tricord was saying was untrue, Tricord’s credibility was shot and we would usually win the business.

The only reason I didn’t send “thank you” notes to my colleague over at Tricord was because I didn’t want him to figure out what was happening and stop sending us leads.