xiv Acknowledgments Bob Kantin, my friend--thank you for the help putting this book together. Using the concepts in this book, maybe Johnny can sell. I would also like to thank my friend Jim Norton, Harvey Shovers, Dave Hunkele, Bryan Flanagan, Jill Konrath, Sharon Drew Morgan, Michael Bosworth, Ron Marks, Joanne Black, Michael Norton, Keith Rosen, Ken Edmundson, Michael Drake, Steve Szamocki, and Charlie Gibbons for participating in "What they don't teach you in sales training."