A hundred years ago-even 20 or 30 years ago-it was possible, if not always easy, to close major business by calling on and satisfying a key decision-maker. Today, every piece of business entails multiple decisions, and those decisions are virtually never made by the same person. Not only do you have to contend with multiple decisions, but the people who make those decisions may not even work in the same place.

Spend eighty percent of your time focusing on the opportunities of tomorrow rather than the problems of yesterday.

The process of writing a book is like the process of preparing a dinner. Serving dishes, choosing ingredients and so on.

Difficulties come not to obstruct, but to instruct. Within every setback or obstacle lie seeds of an equal or greater benefit or opportunity.

Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.

An attitude of positive expectation is the mark of the superior personality.

The greatest million dollar insight I can give anybody is find a big problem and then solve it in a big way.