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:
- Let a hundred flowers blossom.
- See the gorilla.
- Sell, don't enable buying.
- Find the key influencers.
- Go after agnostics, not atheists.
- Make prospects talk.
- Enable test drives.
- Provide a safe, easy first step.