“In software, you can always get one or two customers to buy. Getting 50 to buy is a different story.” “Variable sales compensation must be part of a comprehensive plan which is revised annually.” — Jean Belanger, Cerebri AI “Know yourself well and build the team around you to fill the roles that you are not good at.” “With a new product, people are really buying trust from us, that we are not going to screw up, that we are going to deliver. They are putting their careers on the line.” — Ian Collins, Wysdom „Don’t waste your time at least at first with very difficult custom- ers that are far away from the bullseye. Find out where you can gain fast traction to build trust among those customers who are easier to acquire.” “Validate what you’re selling and whom you are selling to. Always continue validating.” — Amnon Drori, Octopai 68