Patrick 2.0

The opposite of autonomy is control. Control leads to compliance; but autonomy leads to engagement. When people are compliant, they do the absolute minimum that they can get away with. But when people are engaged, they actively take responsibility and contribute more than expected. You pick which destination you like, when you decide between autonomy and control. And don’t get me started on how engagement is the silver bullet to most companies’ problems!

The existing data show that 1 in 9 Americans works in sales. But the new data reveal something more startling: So do the other 8 in 9. They, too, are spending their days moving others and depending for their livelihoods on the ability to do it well. Whether it's selling's traditional form or its non-sales varia-tion, we're all in sales now.

Two main findings emerged out of a survey on how much time and energy people are devoting to moving others at work: 1. People are now spending about 40 percent of their time at work engaged in non-sales selling persuading, influencing, and convincing others in ways that don't involve anyone making a purchase. Across a range of professions, we are devoting roughly twenty-four minutes of every hour to moving others. 2. People consider this aspect of their work crucial to their professional success- even in excess of the considerable amount of time they devote to it.

Consistently doing boring things well leads to extreme outperformance. Most of the time, we know what we need to do. The problem is because we don't immediately see the results, we stop. You have to be smart enough to know you're making progress without any obvious signs. Rome wasn’t built in a day, but it was built one brick at a time.

Creative was more qualified than Apple to introduce a digital music product. The problem was, they advertised their product as a "5GB mp3 player." It is exactly the same message as Apple's "1,000 songs in your pocket." The difference is Creative told us WHAT their product was and Apple told us WHY we needed it.

We do better in places that reflect our own values and beliefs. It is beneficial to live and work in a place where you will naturally thrive because your values and beliefs align with the values and beliefs of that culture. The goal is not to hire people who simply have a skill set you need, the goal is to hire people who believe what you believe.

What if Martin Luther King had delivered a comprehensive twelve-point plan about achieving civil rights in America, a plan more comprehensive than any other plan for civil rights ever offered? King's message would still have reached thousands of people. But his belief would not have been clear.

When the hard-shelled nautiloids evolved to abandon their shells to avoid biosonar detection, beaked whales refined their biosonar to echolocate the internal structures of the soft-bodied squid--which then developed survival countermeasures including camouflage, shape-shifting, and ink-cloud diversions. Millennium by millennium, the beaked whales improved their sonar to defeat these escape mechanisms and chase the squid deeper into the canyon. This evolutionary pursuit-and-escape minuet between squid and beaked whales continued for thousands of generations, until the whales could hunt squid at depths of a mile or more—deeper than any other predator.

We are also going on the same day as we do do it tomorrow at the end of the next few weeks and then o have the same day challenge and I will be home the same day challenge and We are also going on the same day as we do do it tomorrow at the end of the next few weeks and then o have the same day challenge and I will be home

"When my co-founders and I started Loopio, we used Étienne's Lean B2B principles to guide our actions, especially with customer conversations and research. This ensured that every line of code we wrote was translated into raw value for our customers. If you want to steer the ship in the right direction from day 1, this book will show you the way."

"When my co-founders and I started Loopio, we used Étienne's Lean B2B principles to guide our actions, especially with customer conversations and research. This ensured that every line of code we wrote was translated into raw value for our customers. If you want to steer the ship in the right direction from day 1, this book will show you the way."

Étienne Garbugli is a three-time startup founder (Flagback, HireVoice, and Highlights) and the author of Solving Product, Find Your Market, and Lean B2B. The Lean B2B methodology helps thousands of entrepreneurs and innovators around the world build successful businesses.

Étienne Garbugli is a three-time startup founder (Flagback, HireVoice, and Highlights) and the author of Solving Product, Find Your Market, and Lean B2B. The Lean B2B methodology helps thousands of entrepreneurs and innovators around the world build successful businesses.

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