I do very well in a consulting sales capacity. When customers see my broad background in a variety of environments there is always some common ground from which to build. Then, as a customer observes that I can, and have used the technology they begin to trust that I can deliver the desired results. This ultimately leads to a more open relationship, where they know they can turn to me for results. The key is to get the foot in the door, and then to deliver high value results.