Kelly

“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

“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

“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

“Habits are powerful, but delicate. They can emerge outside our consciousness, or can be deliberately designed. They often occur without our permission, but can be reshaped by fiddling with their parts. They shape our lives far more than we realize—they are so strong, in fact, that they cause our brains to cling to them at the exclusion of all else, including common sense.”
― Charles Duhigg, The Power Of Habit: Why We Do What We Do In Life And Business