Please note: This is a companion version & not the original book. Sample Book Insights:#1 In your current sales approach, how high up the corporate org chart do you land on your initial cal or contact. Are you typical y starting at the very top of the organization chart or are you more likely to be starting on the first or second branch from the bottom of that chart, with the lower-level supervisors/buyers/managers/purchasing agents/ associates.#2 When you meet with prospective clients, do not let them stand on linoleum. Linoleum is cheap flooring with someone who keeps postponing decisions.#3 The Network of Influence and Authority is a helpful structural breakdown that is common to virtually al enterprises. It is a way to accelerate your sales cycle and increase your average order size if you are wil ing to start at the top of the Network.#4 The main character of this book is VITO, who is the most interested in the economics of the organization, the growth of the organization, and the compliance of the organization.