ttedy1 - in technology sales there are "presenters" these folks have technical knowledge of the products and services and do the technical portion of the call. You still need a relationship builder to close deals, open prospects and follow leads. Presentaiton is important but follows the relationship builder.

All IT companeis operate this way...they have to...like all other sales situations, excluding selling commodities. IT sales is not easy, the "salesman" is not selling cars, used or otherwise. It's very complex and requires technical knowlege, but most importantly knowledge of people, and caring about people.

think of sales as being someone's consultant - how can you satisfy thier needs? What are their needs to begin with? Does the prospect even know thier need? Do you need to clarify to them what they need? How do you commuincate thier needs to them? Etc...sales is not linear, not even close.

Finally what EDIG is selling is not retail but high level B to B...it's licensing situation between corporations, or a partnership deal...there are many differneces here than with "normal" IT sales.