Beyond the Sales Process

Acknowledgments

Steve Andersen

My contributions to this book are the result of the work that Performance Methods, Inc. (PMI) has undertaken with our clients over the past 16 years. Without the reality of these experiences, there would have been little for me to write about, and I am forever indebted to our clients for all that they have taught me and my PMI colleagues about value creation and the significance of enduring, trust-based customer relationships. The profound impact of our work with them and with their customers is evident herein.

I want to thank the Strategic Account Management Association (SAMA) for all that it continues to mean to me and to PMI. It has been my great pleasure to get to know many of the remarkable practitioners that ...