You gotta cook the beef & acquire the client so If ur in the restaurant biz it’s time flipping burgers and if ur in the product startup space it’s time on the phone [works way better than email] Everybody talks about innovative products. Innovative sales & marketing is ignored We have made inroads into accounts like Dell, Yahoo, Walmart & Google and it all started with tracking big guns at these organizations attending conferences, getting their phone numbers from conference organizers, calling up & requesting a meeting at venue – also to mention an innovative pitch. Definitely could not have been done by a sales ace to start with but definitely something we can teach a sales guy to replicate Bottom line – if the founding team does it themselves its easy to build a scalable process