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Just Listen by Keith Ferrazzi, Mark Goulston

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30

Six Degrees of Separation

To succeed in your career, it’s less important what you know or even who you know than who truly knows you and how they know you.

—IVAN MISNER, FOUNDER, BNI

SCENARIO: I work in marketing, and I’d love to lure some big clients to our firm because I think that’s the fastest road to promotion. However, I have no idea how to make contact with the rich and famous. Is it even possible for a “nobody” like me to get past the layers of staffers who surround powerful people these days?

If you’re in client development, sales, or marketing, you have a tough job: getting total strangers to listen to you. That job is even tougher if you need to reach powerful people who are fiercely guarded by dozens of gatekeepers.

Cold calling ...

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