Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

Page numbers followed by f indicate figures.


ABC, 22

AC Milan, 104

Access, gaining. See Gaining executive access

Advertising, 5, 31, 35, 64, 137

Alberta, Canada, 165

Alibaba, 4

All for One: 10 Strategies for Building Trusted Client Partnerships (Sobel), 175

Amazon, 4

AMC Theatres, 104

Anbang Insurance, 104

Annan, Kofi, 92

Approach, initial, 111–116

Approvers, 82–83, xvii

Association of Professional Sales (APS), 249

Aston Villa, 104

Atlantic magazine, 92

Australia, 10


B2B selling, 31, 182

Baby boomers, 5

Bain ...

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