Selling Like Mourinho: Why a Great Software Development Partner Always Has a Great Coach

They say the sphere is the perfect geometric shape.

It’s no surprise, then, that my lifelong fascination has been with the ball – the football, to be exact.

In many ways, choosing the right software development partner is just as crucial and elegant a decision as picking the perfect pass in the final third.

Beyond the beauty of the game itself, it’s the people around it that make it truly special.

And just like in football, in the business world I see three key roles: the players, the coach, and the management.

Life, in its own mysterious way, handed me the role of a salesperson.

But not just any salesperson, I sell from within Q agency, a proven software development partner.

Talk about life goals!

I remember April 28th, 2010, when Jose Mourinho’s Inter Milan parked the bus at the legendary Camp Nou. Despite the loss, they knocked out Guardiola’s seemingly invincible Barcelona thanks to away goals. I watched in awe as the Special One sprinted across the pitch, soaking in the rage of opposing fans. It wasn’t flair or beauty that won that night – it was discipline, structure, and tactical brilliance.

Sales is no different.

You don’t always need the flashiest suit, the slickest pitch, or the biggest smile.

You won’t always break records or shake the market.

Sometimes, listening well is enough. Sometimes, a small deal is a great deal, because it opens the door to that holy grail of sales: the upsell.

And when that upsell comes naturally, not pushed, not forced, then its real value is even bigger for the client.

In this analogy, management are my bosses, and players are our clients.

Like footballers, clients come in all shapes and temperaments, each with their quirks, ambitions, collaboration styles and urgent needs.

Management, on the other hand, wants results. How you get them is often secondary, as long as you deliver.

That’s why I see myself as the coach.

I’m not just selling to clients, I’m also selling ideas internally.

Sometimes, it’s harder to convince your own team than it is to win over a prospect.

You have to know your people, and ask them, when needed, to go the extra mile.

Like when Mourinho moved Samuel Eto’o, one of the best strikers in the world – to play right back.

Crazy move. But it worked.

It’s the same with me.

I nudge, push, and beg our lead gen teams, marketers, pitch leads and directors to take that extra step, not for me, but for the client.

Our job isn’t to drop a proposal and disappear.

Our job is to read the whole field, to understand both what the client needs and what our team can realistically deliver.

With surgical precision. Like Modrić.



So, if you’re someone who knows how to balance performance and grit, someone who doesn’t panic when the ball gets stuck in the mud, maybe Q is your next football pitch.

And to our clients:

Behind every email and call is someone playing for your team, sometimes even against our own “management”.

Because in football, and in sales, what matters most are the points we win – together.

So if you’re ready to succeed together with a reliable software development partner, don’t hesitate to get in touch. We’d love to see how we can create a winning business story with you.

Let’s connect and turn ideas into results.