A commonsensical approach to sales and marketing

First, congrats to my friend Gina for becoming a partner at Postlight. Second, I love how Postlight thinks about their sales and marketing process:

“Sales” at Postlight is probably not what you’re thinking. It’s an un-flashy, consultative process done in everyday clothing (although sometimes we put on nicer shoes). Our goal is always to figure out what a potential client really needs, and then to figure out the fastest way to make that happen. By the time we get to a formal proposal it’s usually exactly that — a formality. Gina has been involved with the Postlight sales process for many months now, and has proven to be a natural.

Similarly, “marketing” at Postlight is less about brochures and more about sharing what we know, giving good talks, hosting events for the NYC tech/design community, interviewing podcast guests, and saying good, true things about Postlight when appropriate. Here again, Gina’s experience as the founder of Lifehacker and her years of experience giving conference talks around the world comes to bear.

Seems to me that this approach gets you closer to potential clients and employees and hews more to the truth than “traditional” methods.

• Gina Trapani
• Postlight