Target Opportunity Selling: Top Sales Performers Reveal What Really Works

Acknowledgments

There are some very clever people around the world working on breakthroughs that I believe will revolutionize the sales profession and raise the bar on how companies achieve revenue growth. Their task is difficult because they’re attempting to bring about change in a profession that lacks a central governance body and has no global standard for sales education at the tertiary level. As a result, change will come one company at a time—an exercise in herding cats. But with the world economy bearing witness to the need for change, I suspect we’re about to see at least some of their ideas take root and spread like wildfire.

I’m thrilled to call these pioneers my colleagues and collaborators. All were generous in sharing their time, ...