Stop Selling, Start Partnering

"Senior management's perspective is that of the helmsman, looking far downriver and seeing nothing but unrelenting white water."

"Selling has become too expensive, too risky, and, in many cases, unnecessary."

"It is a new game of finding and keeping customers."

"Whether you are a billion-dollar organization or an individual, you can't move into the future until you are willing to relinquish the past, to let go of the old trapeze."

"Like marriage, partnering is not appropriate for everybody."

"The foundation of the customer keeping organization begins with the shared belief that the customer is the most important individual in the organization."

"Challenges excite and compel us to try new things, to push ourselves beyond what we think we can do."

"Excellent teams evolve to a level where they are self-managed, fairly autonomous, and highly productive."

"Value-added service, or constantly exceeding the expectations of customers, is the best way to improve a relationship continuously."

"If you want to be extremely successful, you need to focus on solving highest-level business problems of customers."

"The most complex and most profitable relationship, the "holy grail" of keeping customers, is the partner."

"As a general rule, never enter into any partnership in which results cannot be measured."