"About 85 percent of what you see is just because I get on the phone and [say], 'Let's go do this'. I don't do any market research or test groups or focus [groups]. I just go, 'It's my company; would I buy it, personally?'"

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It's the first company to build the mental position that has the upper hand, not the first company to make the product. IBM didn't invent the computer; Sperry Rand did. But IBM was the first to build the computer position in the prospect's mind.

— Al Ries