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| Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide.As President and CEO of Prime Resource Group，he has designed and implemented business transformation programs for companies such as Shell Global Solutions，3M，Microsoft，Siemens，Citicorp，IBM，Raymond James，and Georgia-Pacific，as well as many fast-track start-up companies.He has gained a reputation as a leader in the area of sales and marketing strategies for companies involved in complex sales.He is an in-demand public speaker who has delivered more than 2,500 speeches and seminars.Thull is also the author of The Prime Solution and the Wiley title，Mastering the Complex Sale. |
| Foreword 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 |
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