> If, however, the sales takes place in a store, on a website, or in a catalog, then a different set of skills are needed--developing sales funnels, setting up

> If, however, the sales takes place in a store, on a website, or in a catalog, then a different set of skills are needed--developing sales funnels, setting up distribution partnerships, converting online visitors, and writing stellar marketing copy. Yet I have never seen a demo day or investor pitch session that focuses on those skills, even though they will have a huge impact on the success or failure of many types of ventures. I understand what you are saying. Still, selling hasn't really changed in a long, long time. People were doing what you listed back in the days of mail order catalog selling. The technologies are different today but a lot of the same skills apply. Selling isn't about technologies, it's about people. Of course, anyone can spend thousands of dollars a day on AdWords, blast a product out and generate tons of traffic. That doesn't sell. Generating good copy that sells and excellent landing pages and maybe even videos requires understanding how and why people buy. If someone can't sell themselves in an in-person demo they are not going to do well in any other medium. Are there corner cases? Of course. Yet, they would be better if they could sell in person. Writing copy or making a great video don't happen in isolation of an understanding of interpersonal dynamics. Why doesn't Coca Cola just say "Our product tastes better and it's $1.23 per bottle. Buy it"? Instead they create these elaborate commercials with cute computer generated bears or groups of people dancing, etc. They understand they need to sell on emotion, not logic. Most products, even something as dry as penetration testing software, have an emotional element. In some cases it might be more overt than in others, still, it's there. In the case of penetration testing software you need to convey strength, confidence and experience in order to generate one of the most powerful emotions: Trust.