CHAPTER 3

Selling Below the Line

Jerry had the deal. He had it.

Mark, the Manager of Engineering Services at the List Manufacturing Company, had just finished watching the demonstration of the new software with Jerry, the salesperson, and was really pleased.

“This new software you have really lives up to its billing. The new search method, the new user interface, and how quickly it got back to me on that one data point I requested … Jerry, it seems like this is going to be a great product for us.”

Jerry can still hear what Mark said, although that was six days ago. Since then, nothing—not a return phone call, no reply to his three emails. Mark did respond to a text, saying he was busy and would get back in touch, but his note sure was short ...

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