Love Is the Killer App: How to Win Business and Influence Friends

Magazine articles are between-meal snacks. They are Ideas Lite. They

Don’t be afraid to buy three to five books at a time. Although this may end up costing you up to a couple of thousand dollars a year, think of it as an investment in your future. That two thousand dollars today could net you many hundreds of thousands of dollars tomorrow.

Kevin Davis provides great salescat-to-salescat advice in his Getting Into Your Customer’s Head. Here’s something I tagged: “The traditional self-focused selling approach is no longer effective because today’s new buyers are unwilling to follow you. They don’t want to be ‘sold.’ They want to make educated buying decisions. To make a sale, you must

Be specific. Too many times we just jot down, “She works for So-and-So.” That’s not enough. I’ll write, “Jane Doe was sitting next to me on a flight to Chicago while I was reading about brand leadership and she asked me why I was making so many notes. We started a conversation on personal atrophy and it turns out she’s a human resources manager. Sh

We live in an age where information is more important than seniority. In Silicon Valley, where I work, you get paid for what you know, not how long you’ve been around or where you went to college. That’s good for some, bad for others. Like it or not, it’s happening all across the country, in job after job.

My node gets that call from me before she gets the call from my contact, because I do everything I can to lend my brand to that connection.

Few things are more annoying in your personal or your professional life than a person who is warm one minute and cold the next. No matter the context, it hurts.

who would appreciate your new knowledge. This isn’t much different from those times when, as teenagers, we bought great records and couldn’t wait to play them for our best friends because we knew they would dig them—when their eyes lit up, it made us feel like deejays. Here you can be an idea deejay.

While we collect marbles, baseball cards, and antiques in order to hold on to them while they increase in value, the purpose of collecting contacts is to give them away—to match them with other contacts. Whenever you introduce people, instead of one plus one equaling two, it equals two to infinity—because when we make a successful connection, we ar