Jim

“For Our Purposes, I define "reading" as looking at printed words and getting enough meaning from them to satisfy your purpose.”
― Peter Kump

“The average person in William Shakespeare's time lived no better than his counterpart in Homer's time.”
― William Rosen

“Pitting the learning of basic knowledge against creative thinking is a false choice”
― Peter C. Brown, Make It Stick: The Science of Successful Learning

“There’s something else about this list that really jumps out. Take another look at the top five attributes listed there—the key characteristics defining a world-class sales experience: Rep offers unique and valuable perspectives on the market. Rep helps me navigate alternatives. Rep provides ongoing advice or consultation. Rep helps me avoid potential land mines. Rep educates me on new issues and outcomes. Each of these attributes speaks directly to an urgent need of the customer not to buy something, but to learn something. They’re looking to suppliers to help them identify new opportunities to cut costs, increase revenue, penetrate new markets, and mitigate risk in ways they themselves have not yet recognized. Essentially this is the customer—or 5,000 of them at least, all over the world—saying rather emphatically, “Stop wasting my time. Challenge me. Teach me something new.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation