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. Your superb editing skills are obvious, but it’s your determination to get it right that makes me grateful to have been teamed up with you.

My children, Danny, Jessie, and Sandy: You not only continue to be a key source of inspiration for everything I do, you make me proud as each of you make your way into this world.

My editor Neal Maillet: You are the only person on the face of this earth whom I implicitly trust to handle my words. Your instinct is uncanny, your scalpel is swift, and your friendship is cherished.

And finally, my wife Ronni: Behind every idea is someone who says, “Yes, you can.” Your unwavering belief in me is more important than you could ever know.