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The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue by Andrew Dietz

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 26

CODA AND RESOURCES

He circled the conference table like the bizarre hybrid offspring of a Bengal tiger and Gordon Gekko, hair slicked back, eyes wild, nostrils flared. “If you can’t convert at least one of your clients to a $1.2 million contract—full-page four-color ad in every issue of our magazine—twelve times a year, I’ll find other salespeople who can,” he bellowed as he slammed his fist on the mahogany table. Papers and pens leaped an inch from the surface, as did butts from seats. A chill went through the room.

In the days when analog media still mattered, the death eater at our throats published a nationally acclaimed magazine in which one page of advertising in one issue cost a marketer $100,000. Persuading companies to spend that ...

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