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The Collaborative Sale: Solution Selling in a Buyer Driven World by Timothy T. Sullivan, Keith M. Eades

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AFTERWORD

Thanks for reading The Collaborative Sale. We sincerely want to know what you thought of the book and the concepts. Please send your feedback or any questions to: www.thecollaborativesale.com or www.spisales.com.

A dear friend recently gave me a book that I fell in love with. Don't laugh, but it is an illustrated children's book—The Spyglass by Richard Paul Evans with illustrations by Jonathan Linton.1 In addition to the wonderful story line and illustrations, what also made it special was the personal handwritten sentiment inside. It said, “To a wonderful friend and visionary.”

My friend wrote the inscription before she read The Collaborative Sale, and it touched me deeply. The connection she was making has to do with the story of The Spyglass and how she sees me as the founder and CEO of Sales Performance International. You see, in the book, an entire kingdom fell into ruin because neither the king nor the people had a vision for their lives. The people of the kingdom were not just poor in terms of material possessions; they were also poor of spirit.

To make things worse, to the east of this unhappy land was a beautiful kingdom with great farms, glorious gardens, cathedrals, and castles. Night and day, the breeze from the east blew the sounds and smells of this glorious kingdom to their land, reminding them of just how poor they actually were. The king did not want to leave his castle because he didn't want to hear the complaints.

Then one day there was a knock on the ...

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