When selling to non-technical buyers, we often lose deals, but when the buyer is technical or has influence, we win more often. Leaning into the technical aspects of our product has improved our success.

The human element in B2B sales is crucial; understanding customer pain points and iterating on software based on feedback is essential for success.

In enterprise sales, building personal relationships and being persistent are crucial for success and shortening the sales cycle.

Building relationships with customers is essential in sales, especially for high-value items like Persian carpets.

Every interaction with potential investors is a sales process; it's crucial to understand their motivations and what will make them feel they need to work with you.

Building a strong relationship with competitors can lead to mutually beneficial outcomes. Open communication and collaboration can enhance the customer experience and drive innovation.

It's crucial to remember your expertise as a buyer; this realization can help you understand your customers better and refine your sales approach.

It's challenging to force people to want what you're selling; most people lack organic sales experience and can't be easily convinced to change their minds.

The key to selling effectively is understanding your customer's language and needs, and reflecting the value of your technology in solving their problems.