“I have my own theory about why decline happens at companies like IBM or Microsoft. The company does a great job, innovates and becomes a monopoly or close to it in some field, and then the quality of the product becomes less important. The company starts valuing the great salesmen, because they’re the ones who can move the needle on revenues, not the product engineers and designers. So the salespeople end up running the company.”

“The best salespeople are not salespeople, they’re people who’ve not only bought the product, but also bought into the idea of the company and the brand.”

“If you want to make money at some point, remember this, because this is one of the reasons startups win. Big companies want to decrease the standard deviation of design outcomes because they want to avoid disasters. But when you damp oscillations, you lose the high points as well as the low. This is not a problem for big companies, because they don't win by making great products. Big companies win by sucking less than other big companies. ”

“In every company which I have done strategic planning, the number-one value people choose is always integrity. The second values may be quality of products and services, caring about people, excellent customer service, profitability , innovation, entrepreneurship, and others. But integrity always comes first.”

“My idea of good company, Mr. Eliot, is the company of clever, well-informed people who have a great deal of conversation; that is what I call good company.”

“My idea of good company...is the company of clever, well-informed people, who have a great deal of conversation; that is what I call good company.' 'You are mistaken,' said he gently, 'that is not good company, that is the best.”