YOU CAN'T DO IT ALONE, and in keeping with this truth about leadership, we want to take a moment to acknowledge that we couldn't have written this book without support and encouragement from a variety of people. Let's begin with the hundreds of buyers who took the time to complete our surveys, and even more importantly wrote about experiences and insights concerning relationships with sellers and the actions and behaviors that make a difference in their purchase decisions. We also greatly appreciate the scores of sellers, many of them mentioned by name in the text, who also shared with us their experiences, and often frustrations and challenges, in being the best sales person they could be and doing all they could to make their customers and clients successful. The actual experiences and stories of both buyers and sellers provided the impetus for this book and the nuggets about what it takes to make extraordinary things happen. We are also grateful to the community of sales experts, authors, speakers, trainers, podcasters, and organizations who have supported our research and helped to promote this work.

The book you are holding in your hands or reading electronically could not have been produced without the dedicated work of a talented group of people at our publisher, John Wiley & Sons. They deserve a standing ovation. The thanks begin with Jeanenne Ray (editor) and Shannon Vargo (associate publisher), who saw the possibilities of changing the seller/buyer ...

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