Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive, you’ve lost.

Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri’s long term relationship strategy that in many cases takes years to mature from conversation to trust to a project.

If you sell B2B, you have to assume that a potential customer already has a trusted supplier. They may say no to you on a Monday and yes on a Friday because something changed in that relationship. 

Timing and luck are everything and that’s why you have to be tireless in maintaining relationships over long periods of time.

Highlights