6Chapter 3 – Understanding Personal Incentives Inside Corporate Roles
18Chapter 15 – From Vendor to Trusted Advisor
7Chapter 4 – Mapping the Internal Decision Landscape
19Chapter 16 – Scaling Personal Trust Across Large Organizations
8Chapter 5 – Creating an Internal Champion
20Chapter 17 – The Quiet Advantage: Calm Competence in Sales
9Chapter 6 – Reducing Personal Risk for the Buyer
21Chapter 18 – Building a Network of Advocates
10Chapter 7 – Helping Your Contact Sell Internally
22Chapter 19 – When to Walk Away
11Chapter 8 – Listening for the Real Problem
23Chapter 20 – The Human System Behind Every Corporation
12Chapter 9 – Positioning Solutions Around Personal Wins
24Final Thought: Business Is Still Human
