Blog Roundup: Seth Godin talks about selling to bureaucrats

A truer statement has never been made:

http://sethgodin.typepad.com/seths_blog/2009/07/the-art-and-skill-of-working-with-bureaucrats.html

This jives with my experience: We have to charge our municipal and large corporate clients much more than we charge other clients just to cover the sales overhead, which includes dozens of unnecessary meetings, 8 to 12 proposals, minimum, certification programs, tons of paperwork, and a 6 to 18 month sales cycle. It ain’t for the faint of heart.

Seth was already one of my favorite software industry bloggers, but this short post takes the cake.