Acknowledgments
As with any book, there are a lot of people to thank. First, allow me to thank the thousands of salespeople who allowed me to spend the past thirty years of my life teaching, studying, and selling with them. This book is a reflection of the journeys we took together.
My friends at New York Life: You taught me to love selling, and you did this by allowing me to work side by side with some of the greatest salespeople and sales managers I’ve ever been associated with.
My friends at Xerox: I will always cherish the lessons you taught me, I will always “bleed blue X’s” and take pride in being a “Xeroid.”
My friend Silvi Brugge: As a reader and editor you had a front-row seat as you helped this book evolve.
My copyeditor Rachel Hockett. ...
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