Preface
If you’ve ever tried and failed to meet a senior executive that you needed to sell to, this book is for you. If you’ve managed to nail a first meeting at the C-level, but the executive later froze you out, you’ll learn what went wrong and how to solve it. And even if you’ve already mastered the executive call, don’t relax just yet; the rise of globalized, nontraditional hierarchies and borderless organizations means that you may have mastered a set of skills for a world that no longer exists!
You owe it to yourself, to your employer, and, most important, to your clients to read, ponder, and apply the golden nuggets waiting to be discovered here. It’s not the first book written on this topic, but it is the most relevant for today’s global ...
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