I have directly or indirectly been responsible for sales and the sales process in every position I have been in.

• Listen to your customer. How does your product help them with their business or life?
• Qualify and quantify your customer. Is this good business for you? Is this good business for your customer?
• Know your competition. Can you do a SWAT analysis on them? Can you do it on you?
• Know your customer's decision maker. Know how, when and why. What role do you play in each area? What do you think is their perception of you and your product?
• Communicate. Communicate. Communicate.