And so it must be with the energy you muster for your own work. Get out there and convert the unconverted. Save them all from the charlatans and the nearly-men.

Perception number one, how you want people to think about you when you arrive and perception number two, how you want them to talk about you once you have left.

In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.

When rewards come from an external source instead of an internal source, they’re unreliable, which means they’re dangerous if you grow to depend on them.

You see continuous movement is the important thing here. Those who remain in one position and then lie to themselves about their progress are the ones in real trouble.

It saddens me to note that there will always be con artists and charlatans in the world. Men who aim to fool the public by clothing themselves in the robes of experts.

That’s what marks out the successful from the nearly-rans. Focusing on what makes people itch rather than continuously presenting an entire catalogue of scratches.

Profitability. Growth. Quality. Exceeding customer expectations. These are not examples of values. These are examples of corporate strategies being sold to you as values.

A manager’s emotional commitment is the ultimate trigger for their discretionary effort, worth more than financial, intellectual & physical commitment combined.

In the past, I have all too often listened without hearing, asking questions when I had no intention of hearing the answer or understand my customer’s requirements.

No, I’m afraid your overconfidence, as with most young men who dream of becoming successful, can quite quickly become the Achilles’ heel of your continued mediocrity

So you can speak, can you? Well, that’s going to stand you out from the rest of the crowd, isn’t it? No. Sorry, my boy. The ability to speak does not a salesman make

As soon as I can find the courage to put my plans to action, I will turn from being a “maybe man” into someone whose future success lies completely in his own hands.

Emotional commitment means unchecked, unvarnished devotion to the company and its success; any legendary organizational performance is the result of emotionally committed managers.

And by making that plan you have differentiated yourself from more than ninety percent of the population. You are one of the few, who has a clear direction, a decisive plan of action.