A book such as this cannot be written in a vacuum. Although the image of brilliant marketing consultants hunkering dow to record their pearls of wisdom may be an applealing one (at least to the consultants), it would be a very poor description of how this book was written. Rather, it was a collaborative year-long effort between ourselves, our clients, our staff, and two very significant thought-leaders in sales and marketing, Dr. Rowland T. Moriaty and Neil Rackham.