Any sales process where each customer needs a lot of personal attention. If every customer needs to be guided through the complex procurement process, then you are involved with high touch sales. Other telltale signs: discussions, protracted negotiations, long meetings involving people whose job description leaves you questioning the future of civilization, sales trips, corporate dinners, and any use of the words "smooching" or "junket". Contrast with Low-Touch sales and Zero-Touch sales. A humble first product tends toward the latter and avoids the former. But there's a catch: see concierge onboarding.
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