Acknowledgments

Planning and preparation are the keys to almost everything,

and so it was in the writing of Knock Your Socks Off Prospecting:

How to Cold Call, Get Qualified Leads, and Make More

Money. Without help from a host of characters, this last book

in the “Knock Your Socks Off” series would not have been

completed.

What makes this book different from all the others in the

series is that during the writing of Knock Your Socks Off

Prospecting: How to Cold Call, Get Qualified Leads, and Make

More Money, Ron Zemke, whose “Socks Off” style has become

familiar to so many readers, passed away after a long battle

with cancer. Ron’s trademark humor, insight, and “no-bull,

lighten up, the problem isn’t as grave as you are making it” attitude

are very much present in this book, and for that I am

deeply grateful.

Thanks are due first to AMACOM and Ellen Kadin, who

had the idea to get Ron and me together and the patience to see

this project through. Ron’s style and insight, my sales expertise,

both our energies—it just seemed to work.

Illustrator John Bush once again delivered above and beyond

our expectations. Ron told me going into this that John’s

uncanny grasp of the “Socks Off” spirit had amazed him for

nearly fifteen years. Now I’m amazed too. Thanks, John.

A very special thank-you to Susan Zemke, whose strength

and bravery were an inspiration, and who insisted that Ron

wanted this book to be finished. Chip Bell and Tom Connellan,

Ron’s partners and colleagues, also have been extremely

supportive.

My personal thanks to Jill and Jack for helping me with

the “Socks Off” writing style late in the game, when Ron was

no longer able to. Yes, they had to use a sledgehammer, but

they worked real hard at it.

To my family, friends, and customers, I learn from you

more than I ever teach, so thanks for teaming with us to help

people sell better and be happier doing it. As always, Kyle,

Alexandra, and Brianna...you are the best and my inspiration.

Ron Zemke succeeded in most things that he did, and it is

in his honor that all of us worked so hard to make this, hopefully,

the best “Socks Off” book ever published. Or at least the

best one about sales. Oh, all right, the best about prospecting.

Ron, you will be missed. But your spirit will live, thrive,

and knock people’s socks off for a long time to come...we

promise.

Planning and preparation are the keys to almost everything,

and so it was in the writing of Knock Your Socks Off Prospecting:

How to Cold Call, Get Qualified Leads, and Make More

Money. Without help from a host of characters, this last book

in the “Knock Your Socks Off” series would not have been

completed.

What makes this book different from all the others in the

series is that during the writing of Knock Your Socks Off

Prospecting: How to Cold Call, Get Qualified Leads, and Make

More Money, Ron Zemke, whose “Socks Off” style has become

familiar to so many readers, passed away after a long battle

with cancer. Ron’s trademark humor, insight, and “no-bull,

lighten up, the problem isn’t as grave as you are making it” attitude

are very much present in this book, and for that I am

deeply grateful.

Thanks are due first to AMACOM and Ellen Kadin, who

had the idea to get Ron and me together and the patience to see

this project through. Ron’s style and insight, my sales expertise,

both our energies—it just seemed to work.

Illustrator John Bush once again delivered above and beyond

our expectations. Ron told me going into this that John’s

uncanny grasp of the “Socks Off” spirit had amazed him for

nearly fifteen years. Now I’m amazed too. Thanks, John.

A very special thank-you to Susan Zemke, whose strength

and bravery were an inspiration, and who insisted that Ron

wanted this book to be finished. Chip Bell and Tom Connellan,

Ron’s partners and colleagues, also have been extremely

supportive.

My personal thanks to Jill and Jack for helping me with

the “Socks Off” writing style late in the game, when Ron was

no longer able to. Yes, they had to use a sledgehammer, but

they worked real hard at it.

To my family, friends, and customers, I learn from you

more than I ever teach, so thanks for teaming with us to help

people sell better and be happier doing it. As always, Kyle,

Alexandra, and Brianna...you are the best and my inspiration.

Ron Zemke succeeded in most things that he did, and it is

in his honor that all of us worked so hard to make this, hopefully,

the best “Socks Off” book ever published. Or at least the

best one about sales. Oh, all right, the best about prospecting.

Ron, you will be missed. But your spirit will live, thrive,

and knock people’s socks off for a long time to come...we

promise.