I've done some work with environmental GIS and meteorological services, and the one thing that really caught us off guard in sales was the need for whitepapers

I've done some work with environmental GIS and meteorological services, and the one thing that really caught us off guard in sales was the need for whitepapers for sales purposes. I blew a huge lead due to unpreparedness- never again. We had pdf pitches prepared with comparison charts and the like, but what really sells, and what matters most is a 3-5 page whitepaper outlining your technical competency in the utmost detail. Also, factor in switching costs when getting out there. We hit a wall when we discovered that even though our services were 9x more detailed and 10% more accurate in our environmental assessment, the people we were selling to had a through infrastructure built around dealing with the existing crappy data and services. It was such a barrier that we had to reposition everything. It happened early though, so we were still in the "feel it out stage."