Imagine starting a sales pitch not with the usual tactics of convincing a prospect why your products and services are better in performance or value over the competition, but on the notion of your company being more financially stable than the competition – and therefore a more reliable long-term choice. That is precisely how Marc Mulgrum, SVP of Sales at Setplex, chooses to approach every sales pitch – and his conversation with Faultline this week was no different. He boasted of a solid and highly profitable company with zero debt, which even owns its own office building outright – together forming a decent anchor that instill confidence in any potential buyer, before even touching on technology. It may be an…