Blog Roundup: Seth Godin talks about selling to bureaucrats
A truer statement has never been made:
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.
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