How to succeed in Business

Gap Selling teaches you how to be Problem-Centric™. We don’t pitch about our product or service, and we don’t try to find the customer’s “pain point” to manipulate a sale. Gap Selling is a collaborative effort with the buyer to identify the true source of the problem, evaluate the cost of that problem, and work together to find a solution to fill

Do your part of the work, or you cannot succeed. Muhammad, one night, while encamping in the desert, overheard one of his fatigued followers remark: “I will loose my camel, and trust it to God!” “No, no, not so,” said the prophet, “tie thy camel, and trust it to God!” Do all you can for yourselves, and then trust to Providence, or luck, or whatever

Ultimately, the only way to achieve meaning and a sense of importance in one’s life is through a rejection of alternatives, a narrowing of freedom, a choice of commitment to one place, one belief, or (gulp) one person.

If you do everything the way the average startup does it, you should expect average performance. The problem here is, average performance means that you'll go out of business. The survival rate for startups is way less than fifty percent. So if you're running a startup, you had better be doing something odd. If not, you're in trouble.

Fortune always favors the brave, and never helps a man who does not help himself.

without a list of individual projects, you can’t connect your current efforts to your long-term goals.

A systems-first mentality provides the antidote. When you fall in love with the process rather than the product, you don’t have to wait to give yourself permission to be happy. You can be satisfied anytime your system is running

without intentionality. It’s a fake flow state: time passes quickly and the world fades away

Narrow your focus: The book introduces the “Hedgehog Concept,” which managers can use as a strategic tool to focus their organizations on three intersecting circles:

• What they can be the best at.

• What drives their economic engine.

• What they’re passionate about.

For managers, this concept is invaluable in clarifying and simplifying the strategic