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Most of what we know about sales comes from a world of information asymmetry, where for a very long time sellers had more information than buyers. That meant sellers could hoodwink buyers, especially if buyers did not have a lot of choices or a way to talk back.

Daniel H. Pink

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Daniel H. Pink
Age: 60
Born: 1964
Born: January 1
Author
Journalist
Writer
Daniel Pink
Dan Pink
Asymmetry
World
Choices
Buyers
Talk
Comes
Sellers
Back
Sales
Long
Meant
Mind
Leadership
Way
Especially
Hoodwink
Time
Information

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Empathy is about standing in someone else's shoes, feeling with his or her heart, seeing with his or her eyes. Not only is empathy hard to outsource and automate, but it makes the world a better place.
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One of the best predictors of ultimate success in either sales or non - sales selling isn't natural talent or even industry expertise, but how you explain your failures and rejections.
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Abstract thinking leads to greater creativity... But in our businesses and our lives, we often do the opposite. We intensify our focus rather than widen our view.
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Financial firms are sending their back-office jobs overseas. But what do fine artists do? They create something new, unexpected, and delightful that changes the world. MFA abilities are harder to outsource and more important in an abundant world.
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We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.
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It's nothing short of a whole new brain... animated by a different form of thinking and a new approach to life.
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Newtonian physics runs into problems at the subatomic level. Down there--in the land of hadrons, quarks, and Schrödinger's cat--things gent freaky. The cool rationality of Isaac Newton gives way to the bizarre unpredictability of Lewis Carroll.
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As Carol Dweck says, “Effort is one of the things that gives meaning to life. Effort means you care about something, that something is important to you and you are willing to work for it. It would be an impoverished existence if you were not willing to value things and commit yourself to working toward them.
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Intrinsic motivation is conducive to creativity controlling extrinsic motivation is detrimental to creativity.
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Asking Why? can lead to understanding. Asking Why not? can lead to breakthroughs.
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Rewards can deliver a short-term boost—just as a jolt of caffeine can keep you cranking for a few more hours. But the effect wears off—and, worse, can reduce a person’s longer-term motivation to continue the project.
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The monkeys solved the puzzle simply because they found it gratifying to solve puzzles. They enjoyed it. The joy of the task was its own reward.
Daniel H. Pink
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What do artists do? Artists give people something they didn't know they were missing: a dance, a piece of music, a painting, a piece of sculpture. Catering to that need is the best business strategy.
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Were born to be players, not pawns.
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Especially for fostering creative, conceptual work, the best way to use money as a motivator is to take the issue of money off the table so people concentrate on the work.
Daniel H. Pink
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A lot of times when you have very short-term goals with a high payoff, nasty things can happen. In particular, a lot of people will take the low road there. They'll become myopic. They'll crowd out the longer-term interests of the organization or even of themselves.
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Wikipedia represents a belief in the supremacy of reason and goodness of others.
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The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic 'right-brain' thinkers whose abilities mark the fault line between who gets ahead and who doesn't.
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Carry a notebook and write down examples of good and poor design. After a week, you'll begin to realize that nearly everything is the product of a design decision.
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If you want people to perform better, you reward them, right? Bonuses, commissions, their own reality show. Incentivize them. [...] But that's not happening here. You've got an incentive designed to sharpen thinking and accelerate creativity, and it does just the opposite. It dulls thinking and blocks creativity.
Daniel H. Pink