I think it depends. In general, I think selling services is strangely easier than selling just a product. Products often represent "work" - the buyer has to l

I think it depends. In general, I think selling services is strangely easier than selling just a product. Products often represent "work" - the buyer has to learn about the product, sell it to their team, etc. If you basically say, "we're going to hold your hand at $125/hr every step of the way", it can make the sale easier. Middle manager buyers don't care much about profit. They care about stuff that allows them to work less or look smarter/better/more capable to their peers.