When I read his entry in his blog it makes a lot of sense. If you are in sales it makes sense to sell to people that want your product. If you are selling a certain family car then your market is clearly defined. One has a lot of history to look back to and see how one would structure their sales campaign. What if though, you think of a new product that has not existed before. Now some will say that there is nothing new under the sun and that you can also find some kind of similarity with previous products. Still it remains untested waters and presents a big challenge to anyone who dare undertake such a task. I think the closest parallel one can draw is with the music industry who have about one in ten success rate with breaking in a newly signed band. It is the successful band that pays for all the unsuccessful attempts.
