We're doing it, having built an enterprise web app. Our goal is to make it accessible enough that buyers can come to us and sign up without having to go through

We're doing it, having built an enterprise web app. Our goal is to make it accessible enough that buyers can come to us and sign up without having to go through a cumbersome consultative selling process. Pricing is kept as transparent as possible. Does it work? Having launched very recently it's too early to call. A couple of observations: - Buyers aren't used to the self-service model. The need may be pressing in a few cases. But if you rely on buyers being desperate and seeking you out, you'll limit yourself. Good salespeople will identify the need before the buyer does. - Direct sales are expensive. As long as we're doing them, their cost & the longish sales cycle must be accounted for in pricing. Often it's the internal cost of switching (moving from legacy systems, retraining staff, etc.) rather than the price tag that discourages buyers. Old-style consultative selling can do an excellent job of working through those issues. This is especially pertinent for small companies that don't have in-house IT staff.