Top Sellers Quotes

There's an undeniable pleasure in stepping into an open-top sports car driven by a beautiful woman. It feels like you're climbing into a metaphor.

O: You’re quite a writer. You’ve a gift for language, you’re a deft hand at plotting, and your books seem to have an enormous amount of attention to detail put into them. You’re so good you could write anything. Why write fantasy? Pratchett: I had a decent lunch, and I’m feeling quite amiable. That’s why you’re still alive. I think you’d have to explain to me why you’ve asked that question. O: It’s a rather ghettoized genre. P: This is true. I cannot speak for the US, where I merely sort of sell okay. But in the UK I think every book— I think I’ve done twenty in the series— since the fourth book, every one has been one the top ten national bestsellers, either as hardcover or paperback, and quite often as both. Twelve or thirteen have been number one. I’ve done six juveniles, all of those have nevertheless crossed over to the adult bestseller list. On one occasion I had the adult best seller, the paperback best-seller in a different title, and a third book on the juvenile bestseller list. Now tell me again that this is a ghettoized genre. O: It’s certainly regarded as less than serious fiction. P: (Sighs) Without a shadow of a doubt, the first fiction ever recounted was fantasy. Guys sitting around the campfire— Was it you who wrote the review? I thought I recognized it— Guys sitting around the campfire telling each other stories about the gods who made lightning, and stuff like that. They did not tell one another literary stories. They did not complain about difficulties of male menopause while being a junior lecturer on some midwestern college campus. Fantasy is without a shadow of a doubt the ur-literature, the spring from which all other literature has flown. Up to a few hundred years ago no one would have disagreed with this, because most stories were, in some sense, fantasy. Back in the middle ages, people wouldn’t have thought twice about bringing in Death as a character who would have a role to play in the story. Echoes of this can be seen in Pilgrim’s Progress, for example, which hark back to a much earlier type of storytelling. The epic of Gilgamesh is one of the earliest works of literature, and by the standard we would apply now— a big muscular guys with swords and certain godlike connections— That’s fantasy. The national literature of Finland, the Kalevala. Beowulf in England. I cannot pronounce Bahaghvad-Gita but the Indian one, you know what I mean. The national literature, the one that underpins everything else, is by the standards that we apply now, a work of fantasy. Now I don’t know what you’d consider the national literature of America, but if the words Moby Dick are inching their way towards this conversation, whatever else it was, it was also a work of fantasy. Fantasy is kind of a plasma in which other things can be carried. I don’t think this is a ghetto. This is, fantasy is, almost a sea in which other genres swim. Now it may be that there has developed in the last couple of hundred years a subset of fantasy which merely uses a different icongraphy, and that is, if you like, the serious literature, the Booker Prize contender. Fantasy can be serious literature. Fantasy has often been serious literature. You have to fairly dense to think that Gulliver’s Travels is only a story about a guy having a real fun time among big people and little people and horses and stuff like that. What the book was about was something else. Fantasy can carry quite a serious burden, and so can humor. So what you’re saying is, strip away the trolls and the dwarves and things and put everyone into modern dress, get them to agonize a bit, mention Virginia Woolf a few times, and there! Hey! I’ve got a serious novel. But you don’t actually have to do that. (Pauses) That was a bloody good answer, though I say it myself.

All of the sadness of the city came suddenly with the first cold rains of winter, and there were no more tops to the high white houses as you walked but only the wet blackness of the street and the closed doors of the small shops, the herb sellers, the stationery and the newspaper shops, the midwife—second class—and the hotel where Verlaine had died where you had a room on the top floor where you worked.

Olmsted’s greatest concern, however, was that the main, Jackson Park portion of the exposition simply was not fun. “There is too much appearance of an impatient and tired doing of sight-seeing duty. A stint to be got through before it is time to go home. The crowd has a melancholy air in this respect, and strenuous measures should be taken to overcome it.” Just as Olmsted sought to conjure an aura of mystery in his landscape, so here he urged the engineering of seemingly accidental moments of charm. The concerts and parades were helpful but were of too “stated or programmed” a nature. What Olmsted wanted were “minor incidents … of a less evidently prepared character; less formal, more apparently spontaneous and incidental.” He envisioned French horn players on the Wooded Island, their music drifting across the waters. He wanted Chinese lanterns strung from boats and bridges alike. “Why not skipping and dancing masqueraders with tambourines, such as one sees in Italy? Even lemonade peddlers would help if moving about in picturesque dresses; or cake-sellers, appearing as cooks, with flat cap, and in spotless white from top to toe?” On nights when big events in Jackson Park drew visitors away from the Midway, “could not several of the many varieties of ‘heathen,’ black, white and yellow, be cheaply hired to mingle, unobtrusively, but in full native costume, with the crowd on the Main Court?

No institution- behind the façade, behind the pompous name and the numerous employees- truly functioned. No decipherable order, only an unruly and uncontrollable crowd on streets cluttered with sellers of every possible type of merchandise, people speaking at the top of their lungs, urchins, beggars.

The modern church by and large is focused on self. We see a proliferation of self-help, self-improvement, and generally self-centered books lining the shelves of Christian book stores, and climbing to the top of best-seller lists. Many Pastors have become little more than “life coaches” and motivational speakers. We see men of God who at one time thundered out calls to repentance and holy living, now proclaiming that their people have a “champion” inside them. We see shepherds who should be feeding the sheep, now having to entertain the goats. There has been without a doubt, a shift from the Church at Philadelphia to the Church at Laodicea.

Sarah's first introduction was the signature sugardoodle. Big, billowy, and buttery, sparkling with a generous coating of sugar crystals and cinnamon, it has the perfect savory-sweet balance that comes from creamed butter and sugar. When she created it, the bakery's cookie menu was dominated by chocolaty options. She was looking to add something with a different flavor profile. Then, for the 2013 holiday season, she was playing with recipe ideas that would evoke nostalgia and home baking and struck upon the ginger spice cookie, a soft, sweet molasses number with the bite of ginger, cinnamon, and nutmeg. It was so popular it stuck around beyond the holidays and became a year-round best seller. Then came the killer red velvet. Rich from cocoa, savory from a cream-cheese center, and crunchy from its sugar-dusted top, it gives red velvet lovers a whole new creation to die for.

For the past 25 years, the idea of the Congo has been closely linked in the Western imagination to the 1998 book King Leopold’s Ghost by the American journalist Adam Hochschild. The book is widely assigned in high schools and colleges, and it regularly tops best-seller lists in colonial, African, and Western history. Hochschild has become a sort of king of the Congo, or at least of its history. The book is reflexively cited by reputable scholars in their footnotes any time they wish to assert that it is “well known” and “beyond doubt” that sinister men in Europe wrought havoc in Africa over a century ago. Any discussion of the Congo, or of European colonialism more generally, invariably begins with the question: “Have you read King Leopold’s Ghost?” I have read it. And I can declare that it is a vast hoax, full of distortions and errors both numerous and grave. Some people might view “King Hochschild’s Hoax,” as we might call it, as an empowering fable for modern Africans at the expense of the white man.

The most common metaphor for careers is a ladder, but this concept no longer applies to most workers. As of 2010, the average American had eleven jobs from the ages of eighteen to forty-six alone.1 This means that the days of joining an organization or corporation and staying there to climb that one ladder are long gone. Lori often quotes Pattie Sellers, who conceived a much better metaphor: “Careers are a jungle gym, not a ladder.” As Lori describes it, ladders are limiting—people can move up or down, on or off. Jungle gyms offer more creative exploration. There’s only one way to get to the top of a ladder, but there are many ways to get to the top of a jungle gym. The jungle gym model benefits everyone, but especially women who might be starting careers, switching careers, getting blocked by external barriers, or reentering the workforce after taking time off. The ability to forge a unique path with occasional dips, detours, and even dead ends presents a better chance for fulfillment. Plus, a jungle gym provides great views for many people, not just those at the top. On a ladder, most climbers are stuck staring at the butt of the person above.

Launching “Buy It Now” was a large change that touched every transaction, but the eBay team also innovated across the experience for both sellers and buyers as well. With an initial success, we doubled down on innovation to drive growth. We introduced stores on eBay, which dramatically increased the amount of product offered for sale on the platform. We expanded the menu of optional features that sellers could purchase to better highlight their listings on the site. We improved the post-transaction experience on ebay.com by significantly improving the “checkout” flow, including the eventual seamless integration of PayPal on the eBay site. Each of these innovations supported the growth of the business and helped to keep that gravity at bay. Years later, Jeff became a general partner at Andreessen Horowitz, where he would kick off the firm’s success in startups with network effects, investing in Airbnb, Instacart, Pinterest, and others. I’m lucky to work with him! He recounted in an essay on the a16z blog that his strategy was to grow eBay by adding layers and layers of new revenue—like “adding layers to the cake.” You can see it visually here: Figure 12: eBay’s growth layer cake As the core US business began to look more like a line than a hockey stick, international and payments were layered on top. Together, the aggregate business started to look like a hockey stick, but underneath it was actually many new lines of business.

The successful individual sales producer wins by being as selfish as possible with her time. The more often the salesperson stays away from team members and distractions, puts her phone on Do Not Disturb (DND), closes her door, or chooses to work for a few hours from the local Panera Bread café, the more productive she’ll likely be. In general, top producers in sales tend to exhibit a characteristic I’ve come to describe as being selfishly productive. The seller who best blocks out the rest of the world, who maintains obsessive control of her calendar, who masters focusing solely on her own highest-value revenue-producing activities, who isn’t known for being a “team player,” and who is not interested in playing good corporate citizen or helping everyone around her, is typically a highly effective seller who ends up on top of the sales rankings. Contrary to popular opinion, being selfish is not bad at all. In fact, for an individual contributor salesperson, it is a highly desirable trait and a survival skill, particularly in today’s crazed corporate environment where everyone is looking to put meetings on your calendar and take you away from your primary responsibilities! Now let’s switch gears and look at the sales manager’s role and responsibilities. How well would it work to have a sales manager who kept her office phone on DND and declined almost every incoming call to her mobile phone? Do we want a sales manager who closes her office door, is concerned only about herself, and is for the most part inaccessible? No, of course not. The successful sales manager doesn’t win on her own; she wins through her people by helping them succeed. Think about other key sales management responsibilities: Leading team meetings. Developing talent. Encouraging hearts. Removing obstacles. Coaching others. Challenging data, false assumptions, wrong attitudes, and complacency. Pushing for more. Putting the needs of your team members ahead of your own. Hmmm. Just reading that list again reminds me why it is often so difficult to transition from being a top producer in sales into a sales management role. Aside from the word sales, there is truly almost nothing similar about the positions. And that doesn’t even begin to touch on corporate responsibilities like participating on the executive committee, dealing with human resources compliance issues, expense management, recruiting, and all the other burdens placed on the sales manager. Again,

refuge imagine how it feels to be chased out of home. to have your grip ripped. loosened from your fingertips, something you so dearly held on to. like a lover’s hand that slips when pulled away you are always reaching. my father would speak of home. reaching. speaking of familiar faces. girl next door who would eventually grow up to be my mother. the fruit seller at the market. the lonely man at the top of the road who nobody spoke to. and our house at the bottom of the street lit up by a single flickering lamp where beyond was only darkness. there they would sit and tell stories of monsters that lurked and came only at night to catch the children who sat and listened to stories of monsters that lurked. this is how they lived. each memory buried. an artefact left to be discovered by archaeologists. the last words on a dying family member’s lips. this was sacred. not even monsters could taint it. but there were monsters that came during the day. monsters that tore families apart with their giant hands. and fingers that slept on triggers. the sound of gunshots ripping through the sky became familiar like the tapping of rain fall on a window sill. monsters that would kill and hide behind speeches, suits and ties. monsters that would chase families away forcing them to leave everything behind. i remember when we first stepped off the plane. everything was foreign. unfamiliar. uninviting. even the air in my lungs left me short of breath. we came here to find refuge. they called us refugees so, we hid ourselves in their language until we sounded just like them. changed the way we dressed to look just like them. made this our home until we lived just like them and began to speak of familiar faces. girl next door who would grow up to be a mother. the fruit seller at the market. the lonely man at the top of the road who nobody spoke to. and our house at the bottom of the street lit up by a flickering lamp to keep away the darkness. there we would sit and watch police that lurked and came only at night to arrest the youths who sat and watched police that lurked and came only at night. this is how we lived. i remember one day i heard them say to me they come here to take our jobs they need to go back to where they came from not knowing that i was one of the ones who came. i told them that a refugee is simply someone who is trying to make a home. so next time when you go home tuck your children in and kiss your families goodnight, be glad that the monsters never came for you. in their suits and ties. never came for you. in the newspapers with the media lies. never came for you. that you are not despised. and know that deep inside the hearts of each and every one of us we are all always reaching for a place that we can call home.

Bullying. In BDSM we get to act out from parts of ourselves that could not be described as nice: the bully, the villain, the inquisitor, the brute, the betrayer. Wicked, wicked, wicked. And popular. Check out mainstream movies, or fiction from best-sellers to classical mythology, for verification that everybody adores a really good villain. Those bad guys are big. Big enough to carry all the world’s ills, and create all the pain and trouble a hungry bottom could want to suffer.

The writers had decided that Buck Nance's brothers should refer to him as 'Captain Cock' when quarreling on the show, and inevitably the sleeveless t-shirt bearing that nickname became the top seller of all Bayou Brethren merchandise.

The very first hit factory was T.B. Harms, a Tin Pan Alley publishing company overseen by Max Dreyfus. With staff writers like Jerome Kern, George and Ira Gershwin, Cole Porter, and Richard Rodgers, T.B. Harms was the dominant publisher of popular music in the early twentieth century. Dreyfus called his writers “the boys” and installed pianos for them to compose on around the office on West Twenty-Eighth, the street that gave Tin Pan Alley its name, allegedly for the tinny-sounding pianos passersby heard from the upper-story windows of the row houses. The sheet-music sellers also employed piano players in their street-level stores, who would perform the Top 40 of the 1920s for browsing customers.

Most tourists, having done some research on Chicago delicacies, order their Italian beef sandwiches "wet," meaning that a slosh of extra meat gravy is dumped over the beef once it is in the bread. They think it means they are in the know, much as they do when they order a Chicago hot dog and tell the seller to "drag it through the garden." Chicagoans, almost to a person, order their dogs simply with "everything" if they want the seven classic toppings, and their Italian beef "dipped," meaning that the whole sandwich, once assembled, is grasped gently between tongs and completely submerged briefly in the vat of jus. This results in a sandwich that isn't just moist, it's decadently squooshy, in a way that sends rivulets of salty meaty juice down your arm when you eat. This is the sandwich that necessitated the invention of the Chicago Sandwich Stance, a method of eating with your elbows resting on your dining surface, leaning over to hopefully save shirtfronts and ties from a horrible meaty baptism. Dipped Italian beef sandwiches in Chicago require a full commitment. Once you start, you are all in till the last bit of slushy bread and shred of spicy beef is gone. It requires that beverages have straws and proximity. Because if you try to stop midway, to pop in a French fry, or pick up a cup, the whole thing will disintegrate before your very eyes. You can lean over to sip something as long as you don't let go of your grasp on the sandwich. Fries are saved for dessert. Most people wouldn't suspect how good iced coffee would be with Italian beef and French fries, but it is genius. My personal genius. Bringing sweet and bitter and cold to the hot, salty umami bomb of the sandwich and the crispy fries- insanely good.

Always Positive Is Not the Most Productive Salespeople have tried numerous ways to address the fact that prospects are motivated differently. One of the most prevalent sales tricks is to try to motivate prospects with “happy gas.” For decades, sellers have been told that attitude is everything, and the more enthusiastic you are, the more excited your prospects will become. You know the drill—flash a big smile and bubble over with energy in an attempt to get prospects excited about your product. Gag me! Especially in this new era of customer skepticism, this fluffy cloud approach to selling is just a facade that causes many salespeople to miss out on some otherwise lucrative opportunities. Even salespeople who are not filled with happy gas still tend to emphasize the positive, pointing out all the wonderful benefits of their product or service, in an attempt to get prospects and customers excited. But as you are about to find out, always positive is not always the most productive approach in Question Based Selling. True professionals are not “always positive.” Instead, they radiate intangible qualities like competence, capability, and expertise by being serious and self-assured. This is very different from the eager salesperson who attempts to communicate value by having a permanent smile plastered on his or her face. Secret #22 Competence, credibility, expertise, and value will outsell over-eagerness every time. I’m not saying that you shouldn’t be proud of your product or excited about a new opportunity. I’m merely suggesting that being super-positive and highly enthusiastic is not the best way to motivate all prospects. And as you’ll see throughout Question Based Selling, being super-positive is not even the best way to motivate most prospects.

The tendency to focus on the positive comes long before the customer actually makes a purchase decision. Early in the sales process, for example, when sellers are trying to get to higher levels within the account, a salesperson might say, “Mr. Customer, I would like to get a few minutes with your CFO to show him how cost-effective our products are relative to increasing productivity and maximizing the return on your investment.” Sounds like a mini elevator pitch, doesn’t it? Here’s the reverse. “Mr. Customer, would it make sense to spend a few minutes and bring your CFO up to speed, so he doesn’t have a knee-jerk reaction and torpedo the idea?” In preparation for QBS training events, I always ask for a conference call to customize the material for the intended audience. But I don’t ask for a manager’s time so I can “understand their business and deliver better training.” Although these are positive benefits, they don’t necessarily create a sense of urgency. Therefore, I am more inclined to ask a vice president of sales for time on their calendar, “so we don’t completely miss the boat at the upcoming training event.” Both of these questions refer to benefits that would come from strategizing in advance. But how you ask does make a difference.

Turning a prospect’s complacency into an active desire is the real game in professional selling. This is what allows sellers to go after the broader market opportunity—those prospects who have needs but haven’t yet recognized the opportunity to improve their existing condition. It’s what separates top sales performers from the rest of the masses. While it is natural for prospects to find comfort in the status quo, sellers have to realize that potential buyers can’t take advantage of opportunities they don’t know about. This boils the sales function down into a process of mutual discovery, where sellers work together with prospective buyers to uncover problems and opportunities that otherwise wouldn’t have been identified. Have you ever heard a prospect say, “I wish I had known about your production sooner”? Just like you and me, they can only act on the information they have at the time.

That’s why one of the fundamental concepts I originally introduced as part of Question Based Selling was, “Always positive is not always most productive.” To illustrate, sellers have long been conditioned to ask questions with a positive, even hopeful, tone. Therefore, typical sales questions tend to sound optimistic, like: Mr. Prospect, would next Tuesday work for a conference call? Or: Does your boss like our proposal? Sometimes sellers ask: Are we still in good shape to close this deal by the end of the month? The salesperson in these examples is obviously hoping next Tuesday will work for a conference call, or hoping the boss likes the proposal, and that the deal is still in “good shape” to close by month-end. These positively dispositioned questions do not generate more positive results. In reality, just the opposite occurs. I will talk at length later in the book about the fact that positively dispositioned questions tend to cause customers to withhold, or give less accurate information, which is counterproductive to your selling efforts.

Can you give us some examples of the intangible benefits being conveyed by a salesperson? Absolutely. Here’s a partial list of some of the things you might bring to the table in a sale: • Integrity • Honesty • Thought leadership • Competence • Confidence • Capability • Responsiveness • Accountability • Follow-through • Comfort level • Humility • Attitude • Vision • Being forthright • Humor • Knowledge • Experience • Expertise • Understanding • Empathy • Caring …just to name a few. Of course, I can keep going. A successful rep is also hardworking, diligent, well prepared, credible, purposeful, professional, relevant, and customer focused, rather than self-serving. Are these intangible benefits important in the strategic sales process? You bet they are! In fact, your ability to convey many of these qualities in a short period of time is likely to be the difference between gaining the customer’s trust or losing the sale. The challenge for sellers is knowing how to convey this much intangible value without trying to personally claim it.

Moore’s language fuels such enthusiastic approval in Europe because—on the one hand—it now seems legitimate, even laudable and progressive, to express prejudices and derogatory views concerning Americans publicly in a way that one may no longer do precisely because advances in the discourse and demeanor of tolerance over the past forty years have made the expressions of similar derogatory sentiments regarding other nationalities unacceptable;12 and because—on the other hand—these negative tropes are magnified and fortified by several degrees by Moore’s being so quintessentially American. With the exception of the British yellow press and the stands of European soccer stadiums, public expressions of humiliation like these are no longer acceptable in today’s Europe. In this context, a German friend quite correctly told me the following: “It would be unthinkable for books like Stupid White Men to hold leading positions for months at the top of Germany’s best-seller list if these stupid white men were anybody but Americans, say if they were Italians, Frenchmen, or Brits, let alone Germans. No German author would ever dream of publishing an equivalent book on Germans, and if he or she did, the book would surely not catapult to the top of the charts as it has in Moore’s case.

Follow-up Call (Script) Seller: “Hello Mr. Prospect, my name is Tom Freese, and I’m the regional manager for KnowledgeWare in Kansas City. I wanted to contact you about the CASE application development seminar we are hosting at IBM’s Regional Headquarters on August 26. Do you remember receiving the invitation we sent you? (Pause for a response) “Frankly, we are expecting a record turnout—over one hundred people, including development managers from Sprint, Hallmark Cards, Pepsi Co., Yellow Freight, Kansas Power & Light, the Federal Reserve Bank, Northwest Mutual Life, American Family Life, St. Luke’s Hospital, Anheuser-Busch, MasterCard, American Express, Worldspan, and United Airlines, just to name a few. “I wanted to follow up because we haven’t yet received an RSVP from your company, and I wanted to make sure you didn’t get left out.” Granted, this was a highly positioned approach, but it was also 100 percent accurate. I wanted prospects to know that IBM was endorsing this event. I also wanted to let them know that I expected “everyone else” to participate. I accomplished this by rattling off an impressive list of marquee company names that we were “expected” to attend. Most importantly, I wanted to make sure that they didn’t get left out.

the blockchain startup Augur is exploring these ideas. The firm has built a decentralized, cryptocurrency-based prediction market on top of Ethereum, where players place bets on an outcome of some event or other, the result of which depends on confirmation by certain individuals. Those confirming parties will bet their rep tokens that they are telling the truth, and if a majority agrees that they are, the system returns the tokens and pays them in cash. There’s a risk that the majority could game the system against the truth sellers, but there are other checks and balances in place to incentivize honesty on both sides. In a Wired article about where this idea could go, Cade Metz speculated that it could incentivize verifiers with rep-denominated skin in the game to either stand up or shoot down the statements of politicians, providing a service that news organizations could pay for. If it can actually be built, a system that aligns profit motives with truth-telling would be pretty helpful.

AIMEE is a computer program, short for “Artificial Intelligence Mohawk E-commerce Engine,” designed to identify products with the potential to become top sellers on Amazon, a platform that many start-ups have deliberately avoided.

As its name suggests, Tri-Party Repo is an agreement between three parties. There’s the seller of the securities (the securities dealer), the buyer of the securities (cash investor), and the clearing bank (the bank that holds both the securities and the cash). The cash investor liked the transaction because they have better security. They knew the securities were priced and margined correctly by the clearing bank. For the securities dealer, Tri-Party minimized settlements and ticket processing. It gave them more time to allocate collateral throughout the day, and it made it easier to finance smaller pieces. The clearing bank did most of the work. They handled the risk management, pricing the collateral, and accommodated collateral substitutions. They managed the settlement risk, cleared the trades, provided valuation, and the position reporting. And, on top of that, they get paid a fee. Sounds like everyone wins! When there was a problem with HIC Repo, the market figured out a way to reduce investor risk. It brought cash investors back to the Repo market.

This is also a great tactic if negotiations ever stall—revisit the things both parties agree upon and remind the seller of more of those things that may not have been discussed for a while. For example, if things have come to a standstill in the negotiation, you might say: Investor: “I know we haven’t yet agreed on price, but I think we’re pretty close here. Remember, we’re happy to take the house as-is— you don’t have to clean out the basement or the garage. And our title company is happy to come here to your house to sign all the paperwork, just to make everything more convenient. My offer of $90,000 really is my top number, but I want you to be confident you are getting a great deal, so I’ll give up some of my profit and go to $91,500. Can we close on that?

One table over from where copies of The First American Bible were being sold (for a discounted price of $149.99), Road to Majority attendees crowded around a rack of T-shirts that carried slogans such as “Faith Over Fear” and “This Means War.” The top seller, offered in at least seven different colors, was “Let’s Go Brandon,” a bowdlerized euphemism that conservatives chant as a substitute for “Fuck Joe Biden.” The shirts even included a hashtag—#FJB—that jettisoned any plausible deniability. When I asked Dave Klucken, the booth’s proprietor, what brought him all the way from Loganville, Georgia, to peddle these goods, he replied, “We’ve taken God out of America.” Did he really think #FJB was an appropriate way to bring God back? Klucken shrugged. “People keep on asking for it,” he told me. “You’ve got to give

Hyper, my 5-star rated book on responsive, agile, and flexible BI, breaks Amazon's Top 10 Best Sellers in Information Management (12/23/15, Kindle Edition).

Even after controlling for intelligence, the givers outsold the matchers and takers. The average giver brought in over 30 percent more annual revenue than matchers and 68 percent more than takers. Even though matchers and takers together represented over 70 percent of the sellers, half of the top sellers were givers. If all opticians were givers, the average company’s annual revenue would spike from approximately $11.5 million to more than $15.1 million. Givers are the top sellers, and a key reason is powerless communication.

When Children of Dune came out in hardback in 1976, it was an instant best seller. True to the prediction of David Hartwell and the gut feeling of my father, it became the top-selling hardback in science fiction history up to that time . . . more than 100,000 copies in a few months. When the novel came out in paperback the following year, Berkley Books initially printed 750,000 copies. That wasn’t half enough, and they went back to press. Six months after the release of the paperback, Dad said paperback sales were approaching two million copies.

you can more easily turn your top few sellers into super performers than bring up the laggards. Again, long tail principles apply—the long tail attracts, and the vital few sells. Maintaining a reasonable long tail is essential for both attractive purposes, as well as the competitive imperative. Make clear distinctions in your planning and thinking on these issues.

He picked up the fountain pen and clicked the top on and off a few times while he listened.

there’s an undeniable pleasure in stepping into an open-top sports car driven by a beautiful woman. It feels like you’re climbing into a metaphor.

All the top sellers I know possess a unique balance of positivity and negativity. They’re always optimistic about the ultimate outcomes, but they sometimes seem paranoid about everything that could possibly go wrong. That’s why they succeed.

You’ve probably never heard anyone talk about sales agility before. Sales training programs don’t even mention the word. But every top seller I know is an agile learner who knows what it takes to dive into a new situation and figure it out quickly.

The Kindle Store offers a wide selection of Kindle books, Kindle Singles, newspapers, magazines, and blogs. To access the store, tap the top of the screen to display the toolbars, then tap the Shopping Cart button. You can also select Shop Kindle Store from some menus. To navigate within the Kindle Store, simply tap on any area of interest, then swipe left and right or up and down to move around pages and lists. You can search for a title, browse by category, check out the latest best sellers, or view recommendations personalized just for you. The Kindle Store lets you see details about titles, read customer reviews, and even download book samples. When you're ready to make a purchase, the Kindle Store securely uses your Amazon 1-Click payment method. After you order, the Amazon Whispernet service delivers the item directly to your Kindle via your wireless connection. Books are downloaded to your Kindle immediately, generally in less than 60 seconds. Newspapers, magazines, and blogs are sent to your device as soon as they're published—often even before they're available in print. If your Kindle is in Airplane Mode when a new issue of a periodical becomes available, the issue will be delivered automatically the next time you have a wireless connection.

We encounter this sometimes in our own circles today, as believers often feel obliged to smile in public even if they collapse at home in private despair. Calvin counters, “Such a cheerfulness is not required of us as to remove all feeling of bitterness and pain.” It is not as the Stoics of old foolishly described “the great-souled man”: one who, having cast off all human qualities, was affected equally by adversity and prosperity, by sad times and happy ones—nay, who like a stone was not affected at all. . . . Now, among the Christians there are also new Stoics, who count it depraved not only to groan and weep but also to be sad and care-ridden. These paradoxes proceed, for the most part, from idle men who, exercising themselves more in speculation than in action, can do nothing but invent such paradoxes for us. Yet we have nothing to do with this iron philosophy which our Lord and Master has condemned not only by his word, but also by his example. For he groaned and wept both over his own and others’ misfortunes. . . . And that no one might turn it into a vice, he openly proclaimed, “Blessed are those who mourn.”35 Especially given how some of Calvin’s heirs have confused a Northern European “stiff upper lip” stoicism with biblical piety, it is striking how frequently he rebuts this “cold” philosophy that would “turn us to stone.”36 Suffering is not to be denied or downplayed, but arouses us to flee to the asylum of the Father, in the Son, by the Spirit. It is quite unimaginable that this theology of the cross will top the best-seller lists in our “be good–feel good” culture, but those who labor under perpetual sorrows, as Calvin did, will find solidarity in his stark realism: Then only do we rightly advance by the discipline of the cross when we learn that this life, judged in itself, is troubled, turbulent, unhappy in countless ways, and in no respect clearly happy; that all those things which are judged to be its goods are uncertain, fleeting, vain, and vitiated by many intermingled evils. From this, at the same time, we conclude that in this life we are to seek and hope for nothing but struggle; when we think of our crown, we are to raise our eyes to heaven. For this we must believe: that the mind is never seriously aroused to desire and ponder the life to come unless it is previously imbued with contempt for the present life.37

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At the time of Pearl Harbor, William Shirer’s Berlin Diary stood at the top of the best-seller lists. It was replaced the following spring by Elliot Paul’s The Last Time I Saw Paris and John Steinbeck’s The Moon Is Down. Then, in July, “a meteor burst across the publishing skies” as Marion Hargrove’s memoir of training camp at Fort Bragg, See Here, Private Hargrove, became one of the best-selling books of all time. Americans liked to read, one observer noted, about what their boys were doing at that moment. When the boys went into action, books about the war itself, such as William White’s They Were Expendable, took center stage.

Essentially, it publishes books of an enduring interest: "not looking for the next big thing, but the next lasting thing". Quarto's top five sellers in 2010 give a flavour: Complete Guide to Writing, 1001 Movies you must see before you die and Art: The Whole Story.

Automobile preference, it seems, follows a pattern similar to baby names. Just as Michael and David are popular names with all types of people, so, too, are Honda Accords, Ford Focuses, and Toyota Camrys. Indeed, the top five cars that YourMechanic services are exactly the same in both blue and red states and districts. But interesting differences appear beyond consensus top sellers. YourMechanic identified cars in each state and congressional district that were “unusually popular”—that is, which were overrepresented compared with the national average. So, for example, a Volkswagen Jetta is not a particularly popular car nationally, but in certain states and districts there are a lot of them. The red/blue divide manifests itself clearly when it comes to unusually popular vehicles. In the twenty-four states won by Mitt Romney in 2012, the most unusually popular car was American-made in three-quarters of them. Of the twenty-six states that Barack Obama won that year, the most unusually popular car was foreign-made more than two-thirds of the time. The Jetta is big in New Hampshire, for example. Two different Subarus, the Japanese automaker with the especially gay-friendly reputation, are unusually popular in Maine, Oregon, and Colorado. In contrast, the Chevrolet Silverado is the most unusually popular vehicle in Louisiana and Arkansas, with the Chevrolet Impala being particularly prevalent in Alabama, Tennessee, and South Carolina.

or else they were

An obvious and high-value application of kill criteria has to do with funnel management for a business’s sales function. A big problem for sellers is managing all the opportunities at the top of the funnel: Which do you pursue? And, once you’ve started pursuing a lead, when do you give up on it?

There isn't anyone in the business," he went on, "who hasn't been accused of selling a forged piece, by accident or design, over the years. And then there's the current brouhaha in the auction houses, with the government charging sellers with rigging the bids to knock up the prices. On the surface, gentlemen, it's a world of exquisite beauty and refinement. But it's every bit as filthy and cutthroat as any other commercial enterprise, as soon as you get beneath the top layer of gouache

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When eBay entered the Chinese market in 2002, they did so by buying the leading Chinese online auction site—not Alibaba but an eBay impersonator called EachNet. The marriage created the ultimate power couple: the top global e-commerce site and China’s number one knockoff. eBay proceeded to strip away the Chinese company’s user interface, rebuilding the site in eBay’s global product image. Company leadership brought in international managers for the new China operations, who directed all traffic through eBay’s servers back in the United States. But the new user interface didn’t match Chinese web-surfing habits, the new leadership didn’t understand Chinese domestic markets, and the trans-Pacific routing of traffic slowed page-loading times. At one point an earthquake under the Pacific Ocean severed key cables and knocked the site offline for a few days. Meanwhile, Alibaba founder Jack Ma was busy copying eBay’s core functions and adapting the business model to Chinese realities. He began by creating an auction-style platform, Taobao, to directly compete with eBay’s core business. From there, Ma’s team continually tweaked Taobao’s functions and tacked on features to meet unique Chinese needs. His strongest localization plays were in payment and revenue models. To overcome a deficit of user trust in online purchases, Ma created Alipay, a payment tool that would hold money from purchases in escrow until the buyer confirmed the receipt of goods. Taobao also added instant messaging functions to allow buyers and sellers to communicate on the platform in real time. These business innovations helped Taobao claw away market share from eBay, whose global product mentality and deep centralization of decision-making power in Silicon Valley made it slow to react and add features. But Ma’s greatest weapon was his deployment of a “freemium” revenue model, the practice of keeping basic functions free while charging for premium services. At the time, eBay charged sellers a fee just to list their products, another fee when the products were sold, and a final fee if eBay-owned PayPal was used for payment. Conventional wisdom held that auction sites or e-commerce marketplace sites needed to do this in order to guarantee steady revenue streams.

Throwing even more fuel on this fire was Alibaba’s record-breaking 2014 debut on the New York Stock Exchange. A group of Taobao sellers rang the opening bell for Alibaba’s initial public offering on September 19, just nine days after Premier Li’s speech. When the dust settled on a furious round of trading, Alibaba had claimed the title of the largest IPO in history, and Jack Ma was crowned the richest man in China. But it was about more than just the money. Ma had become a national hero, but a very relatable one. Blessed with a goofy charisma, he seems like the boy next door. He didn’t attend an elite university and never learned how to code. He loves to tell crowds that when KFC set up shop in his hometown, he was the only one out of twenty-five applicants to be rejected for a job there. China’s other early internet giants often held Ph.D.s or had Silicon Valley experience in the United States. But Ma’s ascent to rock-star status gave a new meaning to “mass entrepreneurship”—in other words, this was something that anyone from the Chinese masses had a shot at. The government endorsement and Ma’s example of internet entrepreneurship were particularly effective at winning over some of the toughest customers: Chinese mothers. In the traditional Chinese mentality, entrepreneurship was still something for people who couldn’t land a real job. The “iron rice bowl” of lifetime employment in a government job remained the ultimate ambition for older generations who had lived through famines. In fact, when I had started Sinovation Ventures in 2009, many young people wanted to join the startups we funded but felt they couldn’t do so because of the steadfast opposition of their parents or spouses. To win these families over, I tried everything I could think of, including taking the parents out to nice dinners, writing them long letters by hand, and even running financial projections of how a startup could pay off. Eventually we were able to build strong teams at Sinovation, but every new recruit in those days was an uphill battle. By 2015, these people were beating down our door—in one case, literally breaking Sinovation’s front door—for the chance to work with us. That group included scrappy high school dropouts, brilliant graduates of top universities, former Facebook engineers, and more than a few people in questionable mental states. While I was out of town, the Sinovation headquarters received a visit from one would-be entrepreneur who refused to leave until I met with him. When the staff told him that I wouldn’t be returning any time soon, the man lay on the ground and stripped naked, pledging to lie right there until Kai-Fu Lee listened to his idea.

recognizable and memorable will almost always have the first opportunity when a seller or a buyer is ready to talk about real estate needs.

In a buyers market, sellers are often going through the five stages of grief: 1. Denial, 2. Anger, 3. Bargaining, 4. Depression, then 5. Acceptance. My job is to counsel them through it. Martin Bouma, Ann Arbor, MI

If your answer to fate’s twists was anger, violence and revenge, then you would disappear down a dangerous rabbit hole. This morning, staring into the mirror at a stranger, then the crazy idea of attending this event (correction, stalking at this event) had brought him to this what-the-hell wake-up moment. The tent had grown increasingly more stifling as if he sat in the center of a hot furnace which piped the air about him. On his forehead, drops of sweat beaded. Even his palms felt sticky and moist. William undid the top button of his shirt but that had nil effect. He looked to his left and right, but nobody else appeared to match his discomfort. They all continued to stare, mouths agape, at Morris like a pack of hypnotized zombies. Lights barely on and only the animals left at home. “And that’s why… should put… odds in your… favor.” Morris’ voice crackled in and out as if his microphone was faulty. The fault wasn’t in the mic, it lay in William’s head. The wires in his brain had crossed and tangled. The

It was at that moment that I called in a few of the top Fidgeters who, under my directions, set about organizing the destruction of the young. The method is quite straightforward; the children are taken at the time when their intelligence is not yet fully developed, and their passions respond to the slightest stimulation; they are made to live in companies, dressed and armed uniformly, and by means of magic speeches and collective physical exercises, whose secret is ours alone, we give them what we call "the cult of the common ideal"; this is an absolute devotion to a loud-mouthed, authoritarian person, or to a particular form of dress, or to some catch phrase, or to a certain grouping of colors, or whatever. All we need then is to have here two opposing groups of young people (or more than two, but an even number is preferable) who have been kept at a high level of emotional tension; the sole precaution to take is to leave no time for their brains to function, but that's easy enough. Then (are you with me?) when they have reached just the right pitch, they are let loose on one another...and afterwards, we can breathe easy for a while. This, at the same time, occupies and enriches the manufacturers and sellers of uniforms and armaments, and the authors of tracts which recommend the uses of carnage, one of whom wrote recently: "The young man who is not killed in the flower of youth is not a young man, he is the old man of tomorrow.

Moon River’ was written to explain that Audrey/Holly was really a yearning country girl; it becomes an anachronism, therefore, to have it sung by a male singer, although Danny Williams’s version later became a top-of-the-hit-parade best-seller. It was Audrey’s rendition of the song, in fact, which first convinced many critics that they were dealing with no ordinary talent. The cigarette-girl extra in the British quickie had reached the Olympian heights and become a Hollywood superstar; most agreed that it would have been hard to think of any other actress who could have suggested as convincingly as Audrey did the desperate frailty beneath Holly’s smart façade.

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Say you use a French press to make coffee,” said Travis. “There are tons of French press designs out there—some are full stainless steel, some have mostly glass, some are more sleek, curved designs, some are more industrial. What we’d do to develop and split test a French press is collect all the product designs we think are best and then split test them against the top sellers in the category. Based on the split test, we’ll decide on which design to go with.” Getting customer feedback is a direct result of getting sales, according to Travis. “When you launch a product, you do whatever you can to get as many sales as you can early on, because that’s what drives feedback. That’s what allows you to listen to your customer. When we first started out, we went from, in four months, doing four to five thousand in sales a month, to two years in, doing about two million in sales a month.” Those sales are the fuel that runs the feedback machine and allows new products to be developed.

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At our absolute limit, we were almost indifferent as to whether we did the deal or not. Meanwhile the seller had now alienated us, and we preferred not to have any further dealings with him. Consequently his deal was less attractive, and our top price now dropped below $405,000. Meanwhile we considered alternatives. We soon bought a better lot, built a new house, and spent twenty-two happy years there. The haggler’s lot remained unsold for another decade.

Traditional sellers think that customers make decisions based on their product, service, or solution differentiators. They get frantic when they lack capabilities that competitors have or when their pricing is too high relative to what else is on the market. Today’s seller knows that their products, services, or solutions are simply tools—nothing more. They know that their customers could care less about buying new software or training their staff. They realize that customers invest in their offering because of the outcome they get. That’s why their focus is on business improvement. These top sellers are fully cognizant that their knowledge and expertise are the reasons that customers want to work with them. Traditional sellers don’t have a clue that top sellers know so much more than they do about the market, operations, processes, competition, business goals and objectives, strategic imperatives, and more.

Not the perfect place for a studio,” he told Thomas, noting that it was under the flight path to Machrihanish airport. “But that’s what you’re going to do.” “What, a studio here?” “Yeah,” Paul responded, “this is the studio. I want a mezzanine with a solid wall in front of the mezzanine so that if you’re down here, you can just see the tips of the violin bows when they play a top C.” “How high is that?” Thomas asked. “I don’t know, work it out,” Paul told Thomas, and then led him to the next room—the milking area—and said, “This is going to be the control room. You don’t have to worry about [the equipment], because that’s all going to be coming up from London in a lorry. But the windows have to be double or triple glazed, and each glass panel has to be at a different angle so that the sound doesn’t go through, and I want soundproofed double doors. And the farmhouse has to be completely redone for human habitation, because that’s where the band is going to stay, and the technicians.” Thomas looked over at the farmhouse and began organizing his thoughts about what would be necessary, and how to approach it, when Paul added one more requirement. “Oh, by the way,” he said, “you’ve got a month.” “What?” Thomas and Whitmore asked in unison. “Yeah, yeah, you’re fine,” Paul said. “People are very willing to work quite hard up here. Use everybody local you can, because there’s so much unemployment up in Campbeltown.” But why, Thomas wondered, must the studio be ready in a month? “Because this record I’ve got in mind is going to be the biggest seller of all time, and we all know that’s down to Christmas,” Paul told him. He then explained the timeline, working backward from the release. “EMI need a month to press and distribute it, and I need a week to record it, so therefore you’ve got this bit, which is a month.”34

. These red flags include: high receivables change in accountants high turnover in chief financial officers a company blaming short sellers for their stock’s decline a company completely changing their core business to take advantage of a prevailing hot trend

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