If you have sales people that are anywhere close to having a little value they can identify a qualified lead. Once you have that good lead take a technical sales engineer to the customer for a follow up. This does two things, it wasted less time, and the customer has shown a commitment to the process. The trick is finding a technical person that can go out and speak in public. This type of person has been seen out in the wild. Sales people are sales people, it really doesn't matter what they are selling (pretty much). Sales is a process, and it is not easy. Remember, the sales person does not need to be to technical because I seriously doubt cold or introductory calls are done w/ a customers technical folks. The customer technical folks is who you want your technical sales engineer to talk to on this second visit.
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If you have sales people that are anywhere close to having a little value they can identify a qualified lead. Once you have that good lead take a technical sales engineer to the customer for a follow up. This does two things, it wasted less time, and the customer has shown a commitment to the process. The trick is finding a technical person that can go out and speak in public. This type of person has been seen out in the wild. Sales people are sales people, it really doesn't matter what they are selling (pretty much). Sales is a process, and it is not easy. Remember, the sales person does not need to be to technical because I seriously doubt cold or introductory calls are done w/ a customers technical folks. The customer technical folks is who you want your technical sales engineer to talk to on this second visit.