Comment by tunapizza

This resonates with my experience. The consulting/software company I work for practices price transparency (even though we're the most expensive in our market) and pushes hard for email communication with leads and clients. Our stuff is heavily documented. More substance, less BS.

We used to do lots of sales calls years ago, but 99% of our entreprise growth came from being active members of our community and talking (email!) to engineers. We still do sales calls, but they're essentially what the author calls "discovery calls". And we prequalify the shit out of leads before we take a call with them -- yes, that means taking a few minutes to learn about what they do.