Sales Success Quotes

Pretend that every single person you meet has a sign around his or her neck that says, "Make me feel important." Not only will you succeed in sales, you will succeed in life.

I haven’t spent my time trying to duplicate my success. But only because I haven’t had any yet.

Becoming well known (at least among your prospects & connections) is the most valuable element in the connection process.

Listen to people from your heart, as if your life depended on it, and you will find that in turn people will listen to you with all of theirs.

You are not getting because you are not giving. For example, you can get sales orders only after you give attention, admiration or information first.

The choices you make from this day forward will lead you, step by step, to the future you deserve.

Whilst people have answered questions, I have only heard my own voice thinking of the next question.

We’re all somebody’s prospect; we’re all somebody’s customer.

If you have firm trust in God, the success that comes to you will always be that which is most useful for you whether it appears good or bad in your private judgment.

You’re worried about getting things successfully done in order to attain some degree of self-worth. Your soul is for sale; You most likely deceive yourself in order to convince yourself. Letting go equals failing, isn’t that right? And you forget outstandingly well, don’t you? You forget that It takes admirable courage not only to try but also to gracefully give up.

I was so sure that I knew what they needed and what I wanted to sell them that I never stopped long enough to find out what it was they wanted to buy.

Spend your time designing the greatest reputation a man could possess.

If you want an incredibly passionate, happy, ALIVE business…don’t overcomplicate things. Once all is said and done, the foundational elements of a successful business are very simple: respect, service, value and sales. Comparatively, everything else is froth.

A brand is a business enabler. A good brand magnetizes customers, incentivizes sales and encourages loyalty.

And the secret to my success is as boring as it is unsurprising: You show up and you lay another brick. Pissed off? Lay another brick. Bad opening weekend? Lay another brick. Album sales dropping? Get up and lay another brick. Marriage failing? Lay another brick.

People submit too easily to change from others. And yet, for some reason, whenever they consider changing themselves, the focus is always on what they are giving up, never what they are about to gain

Trust me. If you do not decide where you are heading, and refuse to take the appropriate action, you will end up being shaped into what others would have you become. Then any change will not be made for your benefit but for theirs.

Most men have professions, yet few act like professionals.

Explain the value and justify the cost - People don’t mind paying; they just don’t like to overpay.

People buy from businesses for many reasons. Among those reasons include: favorable price, favorable accessibility, demonstrated shared values, label identification, and more. The more reasons you can give people to buy from your business, the better sales numbers your business will experience.

Everything you desire is always just outside your comfort zone, dear boy. If it wasn't you would already possess it, would you not?

The first principle of success is desire - knowing what you want. Desire is the planting of your seed.

Get up in the morning on a mission to save prospective clients from the shabby, ill-fitting, overpriced and worthless alternatives that those charlatans - who are your competition - are trying to get away with flogging them.

BY 2013, SEINFELD WOULD BECOME the most successful show ever in syndication. Networks buy reruns in packages sold in “cycles,” and Seinfeld was the first show in history to get to a fifth cycle, taking its rerun sales through 2017—nearly twenty years since its finale.

The first man to successfully clone himself deserves to pat himself on the back. And then give himself a back massage.

Speaking from the heart is simple. Listening wholeheartedly, however, is much, much more difficult and most rare.

What you deserve will be down to you, and you alone.

Success never goes on sale, but most spend their whole life dickering over the cost, never making the purchase.

When someone tells you they’re too busy, it’s not that they mismanage their time, it’s that you’re not a priority.

We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER

Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me.

Nothing is lost that we do not first see as lost, High Lord. Believe it saved, and it may be. Visions born of fear give birth to our failing. Visions born of hope give birth to our success.

Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical.

You didn't succeed. Well, what of that? There's nothing to prove, you know, and the revolution's not a question of virtue but of effectiveness. There is no heaven. There's work to be done, that's all. And you must do what you're cut out for; all the better if it comes easy to you. The best work is not the work that takes the most sacrifice. It's the work in which you can best succeed.

A business is in alignment if it’s employees feel a sense of fulfillment from working for the business and its customers feel a sense of fulfillment from buying from the business. In this case, fulfillment is in both the exhale and the inhale of the businesses activity. And this cycle of fulfillment will lead to sales and profits.

In this world of half-jobs and liars, I will prevail.

Everything would have been for nothing just because I simply didn’t listen.

I should become happier at what I do and leave others happier than before they’d met me.

Finding happiness by delivering it.

Destiny and fate are of one’s own making, and riches and happiness are rarely found at the end of an easily-traversed path.

Success means: I want to know the work I do means something to somebody and helps make the world, if not a Better place, not a worse one.

Success for Managers means: I want to be in healthy relationships. I want a real connection with people I spend so much time with.

I have set my mind to make sure I am prepared to accept success, whatever the trials ahead, whatever the work required.

Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.

Solving the problem means helping the customer to understand why you’re the best person for the job

We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.

We all need salespeople who deliver value that wasn’t there before they arrived.

The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?

Some problems are imaginary and not real.

Leaders prioritize what they want.

How one treats another one, determines success.

Actions undertaken in anger, only result in pain, sorrow, and regret.

Conflicts are expensive.

Compromise makes relationships survive.

Change is constant.

Time well-spent is life well-lived.

Good times don’t last and bad times don’t stay forever.

Relationships are built on trust.

Sometimes, changing circumstances also changes relationships.

Today I will be a successful sales professional, and I will learn something today that will make me even more professional tomorrow.

Quien alcanza su meta no es el que sale primero o el que maneja más rápido. Es el que comienza preparado sabiendo exactamente para dónde va.

Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.

You can only see your current horizon. Every time you move nearer to your desired destination, new horizons will become clear. New, previously hidden, opportunities will come into view.

I think that it’s extraordinarily important that we in computer science keep fun in computing. When it started out it was an awful lot of fun. Of course the paying customers got shafted every now and then and after a while we began to take their complaints seriously. We began to feel as if we really were responsible for the successful error-free perfect use of these machines. I don’t think we are. I think we’re responsible for stretching them setting them off in new directions and keeping fun in the house. I hope the field of computer science never loses its sense of fun. Above all I hope we don’t become missionaries. Don’t feel as if you’re Bible sales-men. The world has too many of those already. What you know about computing other people will learn. Don’t feel as if the key to successful computing is only in your hands. What’s in your hands I think and hope is intelligence: the ability to see the machine as more than when you were first led up to it that you can make it more.

Unwittingly, I have sailed through my entire life, so far, with neither direction nor destination. I had a vague instinct to reach dry land every once in a while for supplies, but never anything more than that.

Indie authors who are successful are very successful. They can do everything to conceive, write, market, and bring to fruition the life of a book. Whereas a traditionally published author relies on their publisher for most of the publishing chain. When a traditional author tries to become indie, they are not as successful as an indie. This shows the strength is in the individual author itself. An indie author can bring much more to the table because of their indie spirit. And when you combine the drive for success and survival as a business for indies who have a family to support with their book sales, an indie author who is successful and driven by their need to survive (like me), they are UNSTOPPABLE! - Strong by Kailin Gow

The success of every websites now depends on search engine optimisation and digital marketing strategy. If you are on first page of all major search engines then you are ahead among your competitors in terms of online sales.

If you woke before dawn one morning with the formula for a vaccine, which would cure the most ghastly disease currently known to man, releasing millions from an agonising death, would you roll over and resume sleeping until daylight?

I spent the afternoon in a bookstore. There were no books in it. None had been printed for nearly half a century. And how I have looked forward to them, after the micro films that made up the library of the Prometheus! No such luck. No longer was it possible to browse among shelves, to weigh volumes in hand, to feel their heft, the promise of ponderous reading. The bookstore resembled, instead, an electronic laboratory. The books were crystals with recorded contents. They can be read the aid of an opton, which was similar to a book but had only one page between the covers. At a touch, successive pages of the text appeared on it. But optons were little used, the sales-robot told me. The public preferred lectons - like lectons read out loud, they could be set to any voice, tempo, and modulation.

I have discovered fallen trees across my path and have possessed neither the strength to move them nor the patience or tenacity to find an alternative way round. I have simply returned to where I came from, and told myself there had been no other choice.

You will be able to say you have done your best at selling when you satisfy your customers' needs on a steady and consistent basis. As a professional salesperson, you can't satisfy those needs unless you know what they are and appreciate the person who has them

It has always seemed strange to me,” said Doc. “The things we admire in men, kindness and generosity, openness, honesty, understanding and feeling are the concomitants of failure in our system. And those traits we detest, sharpness, greed, acquisitiveness, meanness, egotism and self-interest are the traits of success. And while men admire the quality of the first they love the produce of the second.” “Who wants to be good if he has to be hungry too?” said Richard Frost. “Oh, it isn’t a matter of hunger. It’s something quite different. The sale of souls to gain the whole world is completely voluntary and almost unanimous—but not quite. Everywhere in the world there are Mack and the boys….

Despite the sale of millions of copies of "How to.." books and programmes each year, very few people take actions and put what they learn into practice. Here´s why. The "how to..." book has usually been written by someone who accomplished something of value. They then capture the steps they took to accomplish it in book, training course, or multimedia programme. Innocently, they´re sharing the symptoms of their accomplishment, but not the causes. If the symptoms are like apples, the causes are the tree that grew them. When people buy "how to" books and programmes, they´re unknowingly trying to glue someone else´s apples onto their tree, without realizing an essential fact: it doesn´t work that way!

They – psychopath and part psychopath – do well in the more unscrupulous types of sales work, because they take such delight in ‘putting it over on them’, getting away with it – and have so little conscience about defrauding their customers.” Our society is fast becoming more materialistic, and success at any cost is the credo of many businessmen. The typical psychopath thrives in this kind of environment and is seen as a business “hero”.

Don't panic. Midway through writing a novel, I have regularly experienced moments of bowel-curdling terror, as I contemplate the drivel on the screen before me and see beyond it, in quick succession, the derisive reviews, the friends' embarrassment, the failing career, the dwindling income, the repossessed house, the divorce . . . Working doggedly on through crises like these, however, has always got me there in the end. Leaving the desk for a while can help. Talking the problem through can help me recall what I was trying to achieve before I got stuck. Going for a long walk almost always gets me thinking about my manuscript in a slightly new way. And if all else fails, there's prayer. St Francis de Sales, the patron saint of writers, has often helped me out in a crisis. If you want to spread your net more widely, you could try appealing to Calliope, the muse of epic poetry, too.

You’ve got to be driven to become successful.

To my shame, I had never thought to ask anything of the future, and yet woke each and every day embittered because it was never what I needed it to be.

I want to be so successful that my secretary needs a secretary.

Successful prospecting depends on selecting methods that you can effectively navigate. If something makes you uncomfortable, please don't do it.

In my experience, the skill of success breaks down into three things. The skill of marketing. The skill of sales. And the skill of leadership.

A hunter’s meal is in proportion to his skill.

It was something that was hard to see until you had some measure of success, but it wasn’t success that made one an artist. One was an artist. One was successful or not at selling work, but the sale of art no more made a man an artist than it made him a man. An artist simply was.

Nobody wants a sales pitch. So instead of trying a hard sell, focus on telling a story that captivates your audience by painting a vivid picture of your vision. When you get good at storytelling, people want to be part of that story, and they’ll want to help others become part of that story too.

I don’t give up on anything! I fight to the very end no matter how many setbacks I may have. Even if you fail, don’t give up! With each failure, you are only one step away from victory. Failure allows us to learn, so while you may encounter failure, use the experience positively and believe in your success.

Have patience with all things, but chiefly have patience with yourself. Do not lose courage by considering your own imperfections, but instantly set about remedying them; every day begin the task anew. —FRANCIS DE SALES

Apakah arti relasi dengan orang terdekat atau teman hidup? Sebagian orang mengartikannya sebagai pendamping hidup dalam melewati suka dan duka, membina satu hubungan rumahtangga yang harmonis, bersama-sama meraih kesejahteraan keluarga. Aku pun demikian. Namun lebih jauh lagi, teman hidup bagiku adalah partner perjuangan. Sebuah relasi bisa saling memberi ruang bagi semangat positif masing-masing. Sejak berpacaran dengan Alva, dan memiliki niat serius untuk masuk ke jenjang pernikahan, aku tahu permulaan apa yang harus kami buat. Yang harus kami bina adalah melatih diri kami untuk menjadi "pembentuk" sukses satu sama lain. Dan pada akhirnya, menjadi sukses bersama. Relasi kami jangan saling mengubur potensi masing-masing, atau lebih parah lagi melumpuhkan hasrat untuk berkembang.

Doubting yourself can be the biggest factor in holding yourself back. If you don't believe in yourself and send messages to yourself that you can't do this, or you will never be able to do this, you won't be successful. If you carry this attitude with you, then no, you won't be successful. Change your thinking! Change is not always easy, but once you change your thinking from negative to positive, your doubts begin to go away and you begin to manifest the positive. Don’t doubt yourself!

The only time you have is the where and when of right now. There will always be good times, bad times, hard times, and complete disasters. However, there is no other option but to be where you are, when you are. That is a universal truth for everyone. The important thing is how you respond, what you decide to do, and when you decide to do it.

The dark side of tracking a particular behavior is that we become driven by the number rather than the purpose behind it. If your success is measured by quarterly earnings, you will optimize sales, revenue, and accounting for quarterly earnings. If your success is measured by a lower number on the scale, you will optimize for a lower number on the scale, even if that means embracing crash diets, juice cleanses, and fat-loss pills. The human mind wants to “win” whatever game is being played. This pitfall is evident in many areas of life. We focus on working long hours instead of getting meaningful work done. We care more about getting ten thousand steps than we do about being healthy. We teach for standardized tests instead of emphasizing learning, curiosity, and critical thinking. In short, we optimize for what we measure. When we choose the wrong measurement, we get the wrong behavior. This is sometimes referred to as Goodhart’s Law. Named after the economist Charles Goodhart, the principle states, “When a measure becomes a target, it ceases to be a good measure.

Consider Steve Jobs. One biographer said, “Was he smart? No, not exceptionally. Instead he was a genius.” Jobs dropped out of college, went to find himself in India, and at one point was forced out of Apple, the company he co-founded, when sales were slow in 1985. Few would have predicted the level of his success by his death. “Think different” became the slogan of a multinational monolith that fused art and technology under his guidance. Jobs may have been average or unexceptional in many domains, but his vision and ability to think differently made him a genius.

Since the values of the market were the highest criteria, persons also became valued as commodities which could be bought and sold. A person's worth is then his salable market value, whether it is skill or 'personality' that is up for sale. [...] The market value, then, becomes the individual's valuation of himself, so that self-confidence and 'self-feeling' (ones experience of identity with one's self) are largely reflections of what others think of one, in this case the 'others' being those who represent the market. Thus contemporary economic processes have contributed not only to an alienation of man from man, but likewise to 'self-alienation' - an alienation of the individual from himself. As Fromm very well summarizes the point: Since modern man experiences himself both as the seller and as the commodity to be sold on the market, his self-esteem depends on conditions beyond his control. If he is 'successful,' he is valuable; if he is not, he is worthless. The degree of insecurity which results from this orientation can hardly be overestimated. If one feels that one's own value is not constituted primarily by the human qualities one possesses, but by one's succes on a competitive market with ever-changing conditions, one's self-esteem is bound to be shaky and in constant need of confirmation by others. [Erich Fromm, Man for himself] In such a situation one is driven to strive relentlessly for 'succes'; this is the chief way to validate ones self and to allay anxiety. And any failure in the competitive struggle is a threat to the quasi-esteem for one's self - which, quasi though it be, is all one has in such a situation. This obviously leads to powerful feelings of helplessness and inferiority. [p.169f]

Los resultados que obtenemos en un deporte, en el estudio de determinada materia, en oratoria, en debates y hasta en relaciones humanas y amorosas están determinados por nuestras últimas experiencias. El que sufrió un revés, cree erróneamente que siempre será así y mantiene esa etiqueta. Es una ley de psicología: toda información nueva, al penetrar en la mente, tiende a sustituir la información antigua relacionada con el mis tema. Así, la clave para ser diestro en algo no es sólo practicar cuando sale bien sino intentarlo una y otra vez cuando sale mal… Un hombre vale no por los triunfos que ha acumulado sino por las veces que se ha levantado de sus fracasos.

Most of the successful innovators and entrepreneurs in this book had one thing in common: they were product people. They cared about, and deeply understood, the engineering and design. They were not primarily marketers or salesmen or financial types; when such folks took over companies, it was often to the detriment of sustained innovation. “When the sales guys run the company, the product guys don’t matter so much, and a lot of them just turn off,” Jobs said. Larry Page felt the same: “The best leaders are those with the deepest understanding of the engineering and product design.”34 Another lesson of the digital age is as old as Aristotle: “Man is a social animal.” What else could explain CB and ham radios or their successors, such as WhatsApp and Twitter? Almost every digital tool, whether designed for it or not, was commandeered by humans for a social purpose: to create communities, facilitate communication, collaborate on projects, and enable social networking. Even the personal computer, which was originally embraced as a tool for individual creativity, inevitably led to the rise of modems, online services, and eventually Facebook, Flickr, and Foursquare. Machines, by contrast, are not social animals. They don’t join Facebook of their own volition nor seek companionship for its own sake. When Alan Turing asserted that machines would someday behave like humans, his critics countered that they would never be able to show affection or crave intimacy. To indulge Turing, perhaps we could program a machine to feign affection and pretend to seek intimacy, just as humans sometimes do. But Turing, more than almost anyone, would probably know the difference. According to the second part of Aristotle’s quote, the nonsocial nature of computers suggests that they are “either a beast or a god.” Actually, they are neither. Despite all of the proclamations of artificial intelligence engineers and Internet sociologists, digital tools have no personalities, intentions, or desires. They are what we make of them.

Women are taught to sacrifice, to play nice, to live an altruistic life because a good girl is always rewarded in the end. This is not a virtue; it is propaganda. Submission gets you a ticket to future prosperity that will never manifest. By the time you realize the ticket to success and happiness you have been sold isn’t worth the paper it was printed on, it will be too late. Go on, spend a quarter of your life, even half of your life, in the service of others and you will realize you were hustled. You do not manifest your destiny by placing others first! A kingdom built on your back doesn’t become your kingdom, it becomes your folly. History does not remember the slaves of Egypt that built the pyramids, they remember the Pharaohs that wielded the power over those laborers. Yet here you are, content with being a worker bee, motivated by some sales pitch that inspires you to work harder for some master than you work for yourself, with this loose promise that one day you will share in his wealth. Altruism is your sin. Selfishness is your savior. Ruthless aggression and self-preservation are not evil. Why aren’t females taught these things? Instead of putting themselves first, women are told to be considerate and selfless. From birth, they have been beaten in the head with this notion of “Don’t be selfish!” Fuck that. Your mother may have told you to wait your turn like a good girl, but I’m saying cut in front of that other bitch. Club Success is about to hit capacity, and you don’t want to be the odd woman out. Where are the powerful women? Those who refuse to play by those rules and want more out of life than what a man allows her to have? I created a category for such women and labeled them Spartans. Much like the Greek warriors who fought against all odds, these women refuse to surrender and curtsy before the status quo. Being

You don't need to be 100 percent better to see a 100 percent improvement. You just need to be a little better. There's a concept in play here called the winning edge. It means that a small change in the right place makes a huge difference in the end result. In golf, a 1-mm difference in the angle of the club head means the difference between “middle of the fairway” and “you can't find your ball.” In a horse race, the winning horse often wins “by a nose,” but that split second is usually a fourfold increase in prize money. In sales, the tiniest perceived difference between competitors can mean the difference between receiving all of the business or none.

Morality and performance of duty are artificial measures that become necessary when something essential is lacking. The more successfully a person was denied access to his or her feelings in childhood, the larger the arsenal of intellectual weapons and the supply of moral prostheses has to be, because morality and a sense of duty are not sources of strength or fruitful soil for genuine affection. Blood does not flow in artificial limbs; they are for sale and can serve many masters. What was considered good yesterday can--depending on the decree of government or party--be considered evil and corrupt today, and vice versa. But those who have spontaneous feelings can only be themselves. They have no other choice if they want to remain true to themselves. Rejection, ostracism, loss of love, and name calling will not fail to affect them; they will suffer as a result and will dread them, but once they have found their authentic self they will not want to lose it. And when they sense that something is being demanded of them to which their whole being says no, they cannot do it. They simply cannot.

the best salespeople are very insecure. They passionately want success because they think it’ll make them a different person. Then they achieve success and it dawns on them they haven’t changed at all. What drives salespeople is a need for celebrity. They think that once they’re successful, everyone’s opinion of them will change, and if they can change everyone’s opinion of them, they’ll change themselves. Then they succeed, and realize they haven’t changed at all.” For both the successes and failures, there is the endless rejection, the long line of people saying in so many words “I don’t want you, I don’t want what you have, I don’t want you in my life.” If nothing else, selling is an endless confrontation with truth, the truth about yourself and about others. It is raw and uncomfortable and personally exposing

Deep down, Story Easton knew what would happen if she attempted to off herself—she would fail It was a matter of probability. This was not a new thing, failure. She was, had always been, a failure of fairy-tale proportion. Quitting wasn’t Story’s problem. She had tried, really tried, lots of things during different stages of her life—Girl Scours, the viola, gardening, Tommy Andres from senior year American Lit—but zero cookie sales, four broken strings, two withered azalea bushes, and one uniquely humiliating breakup later, Story still had not tasted success, and with a shriveled-up writing career as her latest disappointment, she realized no magic slippers or fairy dust was going to rescue her from her Anti-Midas Touch. No Happily Ever After was coming. So she had learned to find a certain comfort in failure. In addition to her own screw-ups, others’ mistakes became cozy blankets to cuddle, and she snuggled up to famous failures like most people embrace triumph. The Battle of Little Bighorn—a thing of beauty. The Bay of Pigs—delicious debacle. The Y2K Bug—gorgeously disappointing fuck-up. Geraldo’s anti-climactic Al Capone exhumation—oops! Jaws III—heaven on film. Tattooed eyeliner—eyelids everywhere, revolting. Really revolting. Fat-free potato chips—good Lord, makes anyone feel successful.

PROLOGUE   Zoey “Wow, Z, this is a seriously awesome turnout. There are more humans here than fleas on an old dog!” Stevie Rae shielded her eyes with her hand as she looked around at the newly lit-up campus. Dallas was a total jerk, but we all admitted that the twinkling lights he’d wrapped around the trunks and limbs of the old oaks gave the entire campus a magickal, fairy-like glow. “That is one of your more disgusting bumpkin analogies,” Aphrodite said. “Though it’s accurate. Especially since there are a bunch of city politicians here. Total parasites.” “Try to be nice,” I said. “Or at least try to be quiet.” “Does that mean your daddy, the mayor, is here?” Stevie Rae’s already gawking eyes got even wider. “I suppose it does. I caught a glimpse of Cruella De Vil, a.k.a. She Who Bore Me, not long ago.” Aphrodite paused and her brows went up. “We should probably keep an eye on the Street Cats kittens. I saw some cute little black and white ones with especially fluffy fur.” Stevie Rae sucked air. “Ohmygoodness, your mamma wouldn’t really make a kitten fur coat, would she?” “Faster than you can say Bubba’s drinkin’ and drivin’ again,” Aphrodite mimicked Stevie Rae’s Okie twang. “Stevie Rae—she’s kidding. Tell her the truth,” I nudged Aphrodite. “Fine. She doesn’t skin kittens. Or puppies. Just baby seals and democrats.” Stevie Rae’s brow furrowed. “See, everything is fine. Plus, Damien’s at the Street Cats booth, and you know he’d never let one little kitten whisker be hurt—let alone a whole coat,” I assured my BFF, refusing to let Aphrodite mess up our good mood. “Actually, everything is more than fine. Check out what we managed to pull off in a little over a week.” I sighed in relief at the success of our event and let my gaze wander around the packed school grounds. Stevie Rae, Shaylin, Shaunee, Aphrodite, and I were manning the bake sale booth (while Stevie Rae’s mom and a bunch of her PTA friends moved through the crowd with samples of the chocolate chip cookies we were selling, like, zillions of). From our position near Nyx’s statue, we had a great view of the whole campus. I could see a long line at Grandma’s lavender booth. That made me smile. Not far from Grandma, Thanatos had set up a job application area, and there were a bunch of humans filling out paperwork there. In the center of the grounds there were two huge silver and white tents draped with more of Dallas’s twinkling lights. In one tent Stark and Darius and the Sons of Erebus Warriors were demonstrating weaponry. I watched as Stark was showing a young boy how to hold a bow. Stark’s gaze lifted from the kid and met mine. We shared a quick, intimate smile

In the absence of expert [senior military] advice, we have seen each successive administration fail in the business of strategy - yielding a United States twice as rich as the Soviet Union but much less strong. Only the manner of the failure has changed. In the 1960s, under Robert S. McNamara, we witnessed the wholesale substitution of civilian mathematical analysis for military expertise. The new breed of the "systems analysts" introduced new standards of intellectual discipline and greatly improved bookkeeping methods, but also a trained incapacity to understand the most important aspects of military power, which happens to be nonmeasurable. Because morale is nonmeasurable it was ignored, in large and small ways, with disastrous effects. We have seen how the pursuit of business-type efficiency in the placement of each soldier destroys the cohesion that makes fighting units effective; we may recall how the Pueblo was left virtually disarmed when it encountered the North Koreans (strong armament was judged as not "cost effective" for ships of that kind). Because tactics, the operational art of war, and strategy itself are not reducible to precise numbers, money was allocated to forces and single weapons according to "firepower" scores, computer simulations, and mathematical studies - all of which maximize efficiency - but often at the expense of combat effectiveness. An even greater defect of the McNamara approach to military decisions was its businesslike "linear" logic, which is right for commerce or engineering but almost always fails in the realm of strategy. Because its essence is the clash of antagonistic and outmaneuvering wills, strategy usually proceeds by paradox rather than conventional "linear" logic. That much is clear even from the most shopworn of Latin tags: si vis pacem, para bellum (if you want peace, prepare for war), whose business equivalent would be orders of "if you want sales, add to your purchasing staff," or some other, equally absurd advice. Where paradox rules, straightforward linear logic is self-defeating, sometimes quite literally. Let a general choose the best path for his advance, the shortest and best-roaded, and it then becomes the worst path of all paths, because the enemy will await him there in greatest strength... Linear logic is all very well in commerce and engineering, where there is lively opposition, to be sure, but no open-ended scope for maneuver; a competitor beaten in the marketplace will not bomb our factory instead, and the river duly bridged will not deliberately carve out a new course. But such reactions are merely normal in strategy. Military men are not trained in paradoxical thinking, but they do no have to be. Unlike the business-school expert, who searches for optimal solutions in the abstract and then presents them will all the authority of charts and computer printouts, even the most ordinary military mind can recall the existence of a maneuvering antagonists now and then, and will therefore seek robust solutions rather than "best" solutions - those, in other words, which are not optimal but can remain adequate even when the enemy reacts to outmaneuver the first approach.