Quotes from Frank V. Cespedes

people don't buy two-inch drill bits; they buy two-inch holes.

for most firms, the largest, most difficult, and most expensive part of strategy implementation is aligning sales and go-to-market efforts with the company's espoused strategies and goals.

Aligning strategy and sales is the most difficult part of implementation because it involves a combination of factors: a coherent strategy, the right incentives, hiring, developing a performance culture, and sustaining field behaviors in the face of market changes largely outside the control of the seller.

But when everything is important, no one thing is truly important and efforts, rewards, and motivation suffer.17 Strategy is choice.

Some people have twenty years of experience, while others have one year of experience twenty times.

The main thing is to keep the main thing the main thing. —Attributed to Jim Barksdale, Stephen Covey, Steve Jobs, the band Last Call, and others

Time is a great teacher. Unfortunately, it kills all its pupils. —Hector Berlioz