Moles are Good

No matter what sort of business you are in it is astronomically advantageous to have designated people within your client's organization that enjoy talking smack about their company. Quite often they are the ones most dissatisfied with their job or their boss. These folks (moles) offer a wealth of information that you would not likely get otherwise.

For example, you are thinking of proposing a relatively expensive new product to a client you've had for years. Sure, you can simply call her/him and suggest said product but if this person is having an off day your proposal could be doomed before the details leave your lips.

A mole on the other hand offers insider information that can help you decide when to strike.

For example, I recently discussed a product with a mole at Company X. I told her that I wanted to pitch this product to her boss. She thought the product would be a good fit but proceeded to tell me that today was not the day to do it. She stated that her asshole boss "her words" was throwing a tantrum over the fact that his wife was leaving him and taking his dog and that he lost $100,000 on a bad marketing idea. He was swearing and slamming things for hours.

I waited a few weeks and eventually proposed and sold the idea. Had I approached him that day he probably would have called me a fuckwad and hung up the phone.

Moles are good, moles are great. Establish your mole network and you'll increase your chances of keeping your clients 10 fold.