A senior sales executive once said to me, "Steve, you sales trainers are all alike. You take 6 hours to make a 30 second point." Unfortunately this is true of Boylan's book. The point he does make is his idea of creating 'leverage' by contacting your prospective buyer and at the same time contacting his boss, and his boss's boss - along with other 'leverage points.' While I agree that most sales people need to earn contact at higher levels in organizations, this isn't the way. It is the kind of technique that leads to the bad image most people have of sales people.