Getting in the door is hard

Getting in the door is the #1 problem for most small
companies I know.
When I first got involved in sales I was a sales engineer. I
supported a technology sales force on their sales calls with semiconductor
engineers. I always thought I was pretty amazing. When I got to these meetings
I had many engaging conversations with these buyers that our sales team did not
seem able to handle.
Their knowledge seemed so “thin” compared to my in depth
tech mastery. I wondered “what do these sales guys actually do? Many of them
earn more money than me and when I go to these meetings I do all the work.”
A real sales job
Several years later I got my first “official” sales job. It
was an “exciting entrepreneurial opportunity” as I had a completely “green
field”. My territory was broad. The world as my oyster. I was set to make big
money in sales!
Except I wasn’t set to make big money at