Foreword to the First Edition

Neil Rackham

Sales has grown up a lot in the last 10 years, and this book is a good example of just how far selling has come. When the manuscript first landed on my desk, I looked at the title, Selling to the C-Suite, and I couldn’t suppress a groan. “Another collection of impractical advice about how to get in front of any key executive without even trying,” I thought. And you can’t blame me for being skeptical. Almost without exception, books on how to get access to “The Man,” “VITO,” “the fox,” or a dozen other names for the top dog whose signature can change your life, have been mediocre and unrealistic. So, I must admit, I started reading with very low expectations.

By the time I reached the end of the first ...

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