Agree with all points on consultative sales.. I'd like to also suggest to do some research into what kinds of conferences your clients go to. If it is a niche

Agree with all points on consultative sales.. I'd like to also suggest to do some research into what kinds of conferences your clients go to. If it is a niche industry, there are probably one or two of these a year. You (and your sales rep, if you can find a good one) should absolutely go to these. Visit the trade booths, go to the happy hours, talk to everyone. If you can afford it, you should have your own professional looking booth. Conferences are where potential clients will go to make a decision to buy, and it can often have more to do with your personal skills than your technology. Find out who has the budget or grant money and focus on them - don't spend too much time talking to people who aren't decision makers or who aren't in a position to buy - but don't blow them off either, because word of mouth is very important in consultative sales, and they may one day be potential clients, or they may refer you to someone that they know who is looking to buy. Good luck!