If you want to win, you have to be practical with your understanding and execution. You have to go where the consumer actually is, and use the right tools to reach them.

Numbers don’t lie and sales is absolutely the foundation of your business. There is simply no other way.

Your religion in sales has to be attention. Before you even think about how to sell your SaaS product or your wine, or your agency, or your open house or your book, or whatever it is, you have to understand where the consumer actually is.

There’s a lot of shortcomings when sales are automated. In most businesses, it’s a high-touch 1-1 conversation where you are attempting to bring value to the other person. It’s not a LinkedIn messenger bot that is going to do the trick.

The truth is, sales is about people. You have to build relationships first. You have to put yourself in your customer’s shoes and empathize with their position. No app is going to teach you that.

You don’t get to decide whatever 13 to 25 year olds want to do with their hair, their clothes, their bodies, their cell phones, their friends, their time, or their money. You just have to observe and react.

99% of the time your customer is going to be searchable and accessible online. And for those of you that don’t know, consumers now spend 10 hours a day in front of their screen with roughly half of that time spent on a mobile device. Clearly the internet, and our glowing black boxes have our attention

When the energy of your tactics is to convert, you will most likely lose. When your energy is to disproportionately bring value and let the chips fall where they may, you will win. It will change your behavior, it will change the energy of the execution and it will change you game.

Like anything else in life, I think sale comes down to putting in the work, providing value, building relationships and doing the research.

The reason I have done so well in sales, is because I don’t do things with the expectation of a return. I do things to provide value, no matter what.

If you are intelligent, and you understand that you have no control over THE MARKET, then you begin thinking about where the potential upside is.

Being tied down by the idealistic vision of how you made your money in the past is wrong. The world is changing! And the way you were successful yesterday definitely won’t be the way you are successful today. You need to look forward and become utterly unromantic about what you did in the past that got you “here.”

Technology has changed the way we sell, and most of your actions as salespeople aren’t rooted in that reality. It’s all out there, you just have to go out and take it!

If you want to win in sales, you need to be utterly unromantic about consumer behavior. You need observe, analyze and adjust to where the consumer actually is. No one can deny that social media takes up our time.

People are supposed to fear the unknown but ignorance is bliss when knowledge is so damn frightening.

When we look back at the Mayans or ancient Egypt, we look at their art.

I wasn't into jazz so much - I preferred things raw.

My guilty pleasure, to be frank with you, is 'The Monkees.'

I stand before you today to repudiate the ridiculous notion that the American people will not vote for qualified candidates simply because he is not white or because she is not a male.

The security and the future of Jordan is hand-in-hand with the future of the Palestinians and the Israelis.

I've always had questions about what it meant to be a protester, to be in the minority. Are the people who are trying to find peace, who are trying to have the Constitution apply to everybody, are they really the radicals? We're not protesting from the outside. We're inside.

Life forces enough final decisions on us. We should have the sense to avoid as many of the unnecessary ones as we can.

This is God's world, not Satan's. Christians are the lawful heirs, not non-Christians.

The object of my relationship with Vietnam has been to heal the wounds that exist, particularly among our veterans, and to move forward with a positive relationship,... Apparently some in the Vietnamese government don't want to do that and that's their decision.

In the last James Bond movie, the villain was a culture captain, a tycoon of culture, a Murdoch figure. It's not as if people don't know what is going on.

I just can't believe all the things I did that decade.

Yes, we have the freedom to do what we please, but it only works because we don't do everything we might please - we should exercise some degree of personal, and corporate, responsibility.

I believe this Emperador Distillers investment in Whyte & Mackay is good for the Philippines as a whole, not only beneficial to our business.

The closer a Negro got to the ballot box, the more he looked like a rapist.

There was no way to focus on the movement of the cable. If I looked down at the cable there was water moving everywhere. And if I looked up there was heavy mist blowing in front of my face. So it was a very unique, a weird sensation.

In Europe the parents are included as with children. All three generations are together. I'm thinking of Italy. You go out on a Sunday afternoon and the whole family is there.

A tablet replacing an exercise book is not innovation, it's just a different way to make notes.

Houdini connected to people on an emotional level so that when he would escape that straight jacket it wasn't about the straight jacket. It was about people looking at it and escaping poverty. When you have that it's the truest form of magic.

Those who are seeking ways to tap into the potential of e-mail will find themselves in a position to capitalize on the pending explosion in Internet usage.

Philosophy: a purple bullfinch in a lilac tree.

A gift consists not in what is done or given, but in the intention of the giver or doer.

There is a satisfactory boniness about grammar which the flesh of sheer vocabulary requires before it can become a vertebrate and walk the earth.

I love the dog. She comes for drives with me in the back of my car. Darby is not aggressive or judgmental. She just is. That's what I love about her. She sits there and watches 'The Fugitive' with me.