I heard this old Garth Brooks song the other day and after reminiscing about my college days, I began to think about some great customer relationships I’ve enjoyed over the years with those many would consider “in low places”. As salespeople we strive to get higher and higher in our customer organizations.

Wise senior leaders put experts in functional roles and delegate decision making to those experts. Of course, there are ways to qualify your contact no matter where they “rank” to determine if they are one of these trusted experts at your prospective client.

I enjoy my rewarding customer relationships where my “friends are in low places”. I do find that as I continue to provide superior service, fresh ideas and valuable solutions, I earn my spot with the bosses, too.

Enjoy your friends in low places – those can be very rewarding, fun relationships.