Kelly

“Champions don’t do extraordinary things,” Dungy would explain. “They do ordinary things, but they do them without thinking, too fast for the other team to react. They follow the habits they’ve learned.”
― Charles Duhigg, The Power Of Habit: Why We Do What We Do In Life And Business

“When we isolate decision makers from the rest of the sample, and then compare the impact of the overall sales experience with that of the individual rep selling into the account, what we find is that for decision makers, aspects of the overall sales experience are nearly twice as important as individual rep attributes.”
― Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation

“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

“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