Preface.

Acknowledgments.

Part I: "What We Got Here Is a Failure to Communicate."

1 The More You Sweat, the Less You Sell.

2 Nobody Buys a Value Proposition.

3 You’ve Got to Get Your Mind Right.

Part II: Taking It to the Street.

4 Earning the Keys to the Elevator.

5 Diagnosis Trumps Presentation Every Time.

6 Cutting Through the Smoke and Mirrors.

7 It Doesn’t Pay to Surprise a Corporation.

Part III: Breaking Away with Exceptional Credibility.

8 "Show Me the Money."

9 Connecting at the Level of Power and Decision.

Epilogue.

Index.