“Talent wins games, but teamwork and intelligence win championships.”
“Great things in business are never done by one person; they’re done by a team of people.”
“It is the long history of humankind (and animal kind, too) that those who learned to collaborate and improvise most effectively have prevailed.”
Today, the most dramatic growth opportunities come from divergent offerings.
Salespeople following problem-based models often fail to uncover opportunities until very late in the call – if at all.”ch that encourages discussion of opportunities much earlier in the sales process.
Much of what we believe about sales derives not from the inherent nature of selling but from the information asymmetry that long defined the context in which people sold. Once that asymmetry diminishes and the seesaw re-balances, everything gets upended.
Whether you’re in traditional sales or non-sales selling, the low road is now harder to pass and the high road – honesty, directness and transparency – has become the better, more pragmatic, long-term route.”
“Most people do not listen with the intent to understand; they listen with the intent to reply.”
“No matter what our vertical specialty – sales, marketing, manufacturing, finance, administration, management, service, and on and on – achievement in the twenty-first century dramatically depends on our ability to thrive in a system of connections more vast, more varied, and more exposed than any before in the history of man.
Success now requires new skills and habits, a new lens for seeing, and a new consciousness for relating.”
“It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.”
“We fail to listen because we’re anxious about our own performance, convinced that our ideas are better than others’, or both.”