Acknowledgments

What an honor it is to have the opportunity to thank so many people for the support and encouragement that ultimately led to starting and finishing this book. An undertaking like this couldn’t possibly be completed alone.

First to my wife, Terri, and our four kids, Ashley, Ryan, Hannah, and David, as well as my father-in-law and mother-in-law, Jimmie and Karen. Thank you for keeping our world together as I took the time to immerse myself in this subject matter and learn enough about this topic to be able to create a work like this—not to mention spending so much time in the writing and editing process.

To the dedicated team at Sales Excellence: Where would I be without you? First a shout-out to Cortiney Bradley, my COO for the last seven years, whose fingerprints are found on pretty much every aspect of our business. Special thanks to both Dave Rohlf and Liz Shirey for their tireless efforts in making this content really sing. And to Kim Hannan and Franziska Moran for bringing these ideas to life online and putting up with one of the pickiest guys around.

I want to thank my dear friends and fellow Sales Excellence facilitators Cesar Dulong Neuman, Tony Bulleid, Chris Fergen, Timofei Rassokhin, and Michael Song. You’ve brought these ideas to so many people around the world in languages that I will never understand, let alone be able to speak. Thank you all for making Sales Excellence a special place to work.

I also owe a debt of gratitude to a great many special clients who have become much more than just customers but longtime friends. Some of these folks I’ve even had the honor of serving at multiple companies over the last 20 years. These include, but are by no means limited to, George Fischer, Mike Ruhnke, Jim Kilmer, Steve Springer, Andrea Connington, Tiina Vuorenmaa, Saso Kitanoski, Marc Dyman, Padraig McDonnell, Scott Fulwider, Mike Harrington, Betsy Bear, Amri Tarsis, Michelle Accardi, Diego Santos Burgoa, Michelle Ruyle, Chris Whitaker, Michelle Hyde, Rick Abbate, Brad Barrett, Steve Miller, and Peter Lindstrom. A special thanks to Kuno van der Post for reaching out to literally ask me to write this book even before I knew I needed to.

I want to thank my editors at McGraw Hill, Donya Dickerson and Jonathan Sperling. Donya, you’ve been such a strong supporter and a friend since 2004. I dearly appreciate you! And Jonathan, you are truly one of the kindest and easiest to work with people I have ever known. Special thanks to Steve Straus for his outstanding work on the interior design.

Thank you to many great friends who have loved me and helped me in all areas of my life, including my longtime friend and confidant, Jeff Bernier; the best sales manager I ever worked for, Mark Smith; many of my brothers in Christ, Scott McKay, Alex Anderson, Franklin Crockett, Nathan Varn, and Phil Zaller; and my dear friend and spiritual mentor, Robby Spillman.

And last but not least, to YOU! The person who is reading these words right now. You are the reason I dedicated so much time, energy, and money in writing and promoting this work. You were my inspiration! Now it’s up to you to take what you read here and put it to use. All my best to you and everyone you love!

Ellijay, Georgia

July 2022