Highlights
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In the coming years, every corporate purchaser will say, “You want me to buy what you are selling? Fine. Here are the very specific, quantifiable outcomes I want. Prove to me that you are going to deliver them and I’ll buy. If you can’t, I won’t.” If you are selling or providing services to people who have this attitude, you have to understand your business and theirs in order to make the sale.
Location 114
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CEOs like Indra Nooyi of PepsiCo, A. G. Lafley of Procter & Gamble, and Tim Cook of Apple make a point of visiting stores to make their own personal observations. You need to do this, too. Everyone has access to the same consumer data, reads the same trade papers, and attends the same industry conferences. If you merely behave as your competition does, you will never outperform them.
Location 339
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Everyone in the company should have to take a one-week course that covers the business fundamentals, so they understand how the company makes money.
Location 839
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As every CEO knows, in business there are milestones that occur annually, quarterly, weekly, and even daily, but there are no finish lines. Leaders have to deliver results day in, day out, relentlessly and consistently.
Location 1190
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The weekly reports gave everyone a common view of the business and helped channel the company’s human energy toward the business priorities.
Location 1529