Easier? Well, just do it and get over the first few rejections. Things I kept in mind to make me feel better when I started in sales engineering are:- a) every

Easier? Well, just do it and get over the first few rejections. Things I kept in mind to make me feel better when I started in sales engineering are:- a) every "no" gets you closer to your next "yes" b) some customers are out there waiting for someone to come along and solve the problem you application solves c) Expect low conversion rates, e.g. of 100 calls you make less than 10 may accept a short meeting. To make it better, a) prepare an elevator pitch to get you started b) make sure you have quality leads - e.g. if your customer is the marketing manager, don't pitch to HR or the secretary - make sure you have the right telephone numbers c) be relevant. d) You are less likely to get an audience when you get introduced through a "friend" so use social networking sites. LinkedIn was particularly useful Good luck