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.