Mainstream Buyers won't buy on faith; they buy concrete “things.” They need to sell projects internally, to their VP or the CEO or CFO. To do that, Mainstream Buyers need everything spelled out: what they get, expected results, the time frame, cost, risks, and steps. It's a lot more work for you to figure out all the tools they need to sell and justify the purchase internally. Sales calls and discussions can be very repetitive, repeating the same things multiple times.
