Kelly

“That the best students from mediocre schools were almost always a better bet than good students from the very best schools.”
― Malcolm Gladwell, David and Goliath: Underdogs, Misfits, and the Art of Battling Giants

“When it does come time to decide, the decision maker wants to know he’s got the strong backing of his team. In other words, the consensus sale isn’t something you should be fighting—it’s something you should be actively pursuing. You can’t just elevate the conversation and cut everyone else out because it’s exactly that team input that the decision maker values most when it comes to loyalty.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation

“our perceptions of being ‘in control’ always have a lot to do with scale at we focus our attention – and, by implication, the information that is omitted. We sometimes think we are in control because we either don’t have or choose not to see the full picture.”
― Mark Burgess, In Search of Certainty: The Science of Our Information Infrastructure

“customer loyalty survey—specifically, that 53 percent of B2B customer loyalty is a product of how you sell, not what you sell.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation