Selling, AKA rainmaking

Guy Kawasaki has a great blog post on sales entitled "The Art of Rainmaking". He gives some great advice, categorized in these pithy terms:

1. “Let a hundred flowers blossom.”
2. See the gorilla.
3. “Sell,” don't enable “buying.”
4. Find the key influencers.
5. Go after “agnostics,” not “atheists.”
6. Make prospects talk.
7. Enable test drives.
8. Provide a safe, easy first step.

Please read Guy's post for the details. Sure, try to imagine what each item must be before you read his descriptions, but who's going to guess the gorilla advice unless you already know the answer.

-- Jack Krupansky