The deep logic here is that on flat terrain or in flat organizations, you never know which direction the pressure will come from. Our key strategy is flexibility. Despite thinking long-term, we must not think of strategic selling as a slow, measured process. It is just the opposite. Speed is a critical selling skill.
Long delays create a dull army and sharp defeats.
A complacent sales person always loses to a hungry one. What makes the book so much fun is that it is really two books in one. This is always true in selling. Our only resource is our time. Sun Tzu was the original proponent of short cycle times.