Gaia Soykok

The importance of building several services under a single account - the idea of bundling is powerful. Yahoo and Google do that.

After positioning is done, then it does not finish. the next is telling the story, so sales can use it.

play-to-win - how to strategy really works - book recommendation

strategic disclosure of private information is likely to mitigate the effects of information asymmetries 

Personas are people, sales reps who are the end-user, Eric the IT person, and Janet the sales rep, John the champion in the account (the most important).

Punishment and rewards are actually two sides of the same coin. Both have a punitive effect because they are manipulative.

People will typically be more enthusiastic where they feel a sense of belonging and see themselves as part of a community than they will in a workplace in which each person is left to his own devices

The free rider effect appears when the winner firm of an R&D race is not capable of appropriating the full revenue of its innovation