Squires

“Put it all together and you get: “What’s currently costing our customers more money than they realize, that only we can help them fix?” The answer to that question is the heart and soul of your Commercial Teaching pitch.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation

“We’ve worked with a number of companies similar to yours, and we’ve found that these three challenges come up again and again as by far the most troubling. Is that what you’re seeing too, or would you add something else to the list?”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation

“The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“When people read, they hear voices and see images in their head. This production is total synesthesia and something close to madness. A great book is an hallucinated IMAX film for one. The author had a feeling, which he turned into words, and the reader gets a feeling from those words—maybe it’s the same feeling; maybe it’s not. As Peter Mendelsund wrote in What We See When We Read, a book is a coproduction. A reader both performs the book and attends the performance. She is conductor, orchestra, and audience. A book, whether nonfiction of fiction, is an “invitation to daydream.”
― Derek Thompson, Hit Makers: The Science of Popularity in an Age of Distraction