[koolhead17]

Most of my sales learning has come from books:

* Competing against luck

* When Coffee & Kale Compete

* Crossing the Chasm

First two books talk about Jobs to be Done. And most importantly who is your customer, someone:

* Pain

* Desire to progress

* Willingness to pay

The other book talks about finding early adopters or pitching to right customer as in the journey of product development.

In the end, early day of sales is more about you/team/likeblity. People will ask about security, money in bank, team size and what not. It will hurt, affect but after those 10 interaction, there will be one guy/team believing in you as you are and want to see you and them succeed.