Most of those I’ve taken from people far smarter than myself, I do not plan to take credit – ask me and I will try to remember. I just don’t want them to be forgotten.

Follow-up cadence should be correlated with sales-cycle complexity. Don’t overdo it.

Start cold calls with “Is it bad time?” – embedded pattern to say “No” to sales will do the rest.

I will always take this last moment to read something before the meeting to go through Customer’s website than product data sheet.

Always start with a goal.

Channel – start new cooperation with “we aim for one deal” – and then build on it.

Why do you think it will comes this quarter?

Nothing gets done until it is in product backlog.

Do not listen just to answer.

Deployment rarely goes arm-to-arm with consulting.

If you start selling features the only with you compete with is data sheet of your own product.

When you can’t offer immediate return of favor: “I can’t do anything about it now but you can be certain I will in (X) months” – just be sure about it.

1 goal per phone call. Rest – build relationship.

If you’re not prepared to be wrong you will never be creative.

If you can achieve one thing with this meeting, what would it be?

The riskier the market the more value of having a good distributor.

Eventually we will all end up in the cloud.

The only time my company does not care about the client is when we do agentless deployments.

Only entertainers and comedians do it for applause.

It is better to focus on avoiding wrong decisions the making good ones – as the start. Cause stupidity is more common than wisdom. You have to get there.

Customer buys cause he believes desired state is achievable.

When the vendor is not known all competition in the deal goes to technical details.

BDM job is to feel the vibe of the market – and act upon it.

Always use virtualbox to install any software someone not trusted & authenticated propose you to install.

It’s all about a good discovery call.

Sometimes you have to stand for something because there are more important things in life than peace.

Start every important meeting with “What has changed since we last spoke?” or “What has changed since our last meeting?”