selling is leading with useful information and insight so the prospect learns something before you ask for a commitment. You’re not pushing a product first; you’re...
The core idea
selling is leading with useful information and insight so the prospect learns something before you ask for a commitment. You’re not pushing a product first; you’re...
Connected
100 People Love
something 100 people love rather than something 1 million people kind of like. I
7 Powers Hamilton Helmer
r)Hamilton HelmerThe seven — and only seven — sources of durable competitive adv
BATNARoger Fisher
/ William UryBest Alternative to a Negotiated Agreement — your power in any nego
Competition is for Losers
thesis: every moment spent competing is a moment not spent building something un
Disagree and Commit
a decision is made after genuine debate, everyone — including dissenters — commi
Disruptive Innovation
products in niche markets that improve until they overtake incumbents.