ENDNOTES

INTRODUCTION

1www.linkedin.com/in/kennymadden.

2CSO Insights, Miller Heiman Group, Sales Performance Optimization Study, 2015.

3The Bridge Group, Sales Development, Metrics and Compensation Report, 2016.

4Jack Canfield, The Key to Living the Law of Attraction. HCI, 2007.

5Anthony Parinello, Selling to VITO. Adams Media, 1999. www.vitoselling.com.

6Kyle Porter, CEO SalesLoft. www.salesloft.com.

7Charles H. Green, Trust-Based Selling. McGraw-Hill, 2006.

8Dr. Chester Karrass, In Business as in Life, You Don’t Get What You Deserve, You Get What You Negotiate. Stanford Street Press, 1996.

CHAPTER ONE

1Anthony Iannarino, www.thesalesblog.com.

2Jill Rowley, www.jillrowley.com.

3Jason Jordan and Michelle Vazzana, Cracking the Sales Management Code. McGraw-Hill, 2011.

4Anthony Iannarino, The Only Sales Guide You’ll Ever Need. Portfolio, 2016.

5TOPO Research, “2016 Strategic Sales Development Report.” http://topohq.com.

6Jeb Blount, Fanatical Prospecting. Wiley, 2015.

7Mike Weinberg, New Sales. Simplified. AMACOM, 2012.

8Grant Cardone, The 10X Rule: The Only Difference Between Success and Failure. Wiley, 2011.

9Grant Cardone, Sell to Survive. Card1 Publications, 2008.

10CSO Insights, Miller Heiman Group, Sales Performance Optimization Study, 2015.

11McKinsey Global Institute, “The Social Economy—Unlocking Value and Productivity Through Social Technologies.” www.mckinsey.com/industries/high-tech/our-insights/the-social-economy.

12Tamara Schenk and Jim Dickie, CSO Insights, Sales Enablement Optimization Study, 2016.

13Lynette Ryals and Iain Davies, “The 8 Types of Salespeople,” Harvard Business Review, January 2016.

14Dan Lyons, “Sales Reps Have Little to No Idea What They’re Doing,” Huffington Post, 2014. http://www.huffingtonpost.com/dan-lyons/sales-repsbusiness_b_4949207.html.

15Chris Beall, ConnectAndSell, Analysis of 50 Million Outbound Sales Calls in 2017.

16Dale Lampertz, Baylor University, “Has Cold Calling Gone Cold?” www.baylor.edu/content/services/document.php/183060.pdf.

17LinkedIn and C9 Research, https://business.linkedin.com/sales-solutions/blog/s/sales-navigahttpssales-linkedin-comblogwp-adminpost-phppost4579actionedittor-users-net-11x-more-revenue-growth.

18Matthew Dixon and Brent Adamson, CEB Research, The Challenger Sale. Portfolio, 2011.

19Andy Hoar, Forrester Research, Death of a (B2B) Salesman, April 2015.

20David Ogilvy, Ogilvy on Advertising. Vintage, 1985.

21Michael Bosworth, What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story. McGraw-Hill, 2012.

22Matthew Dixon and Brent Adamson, CEB Research, The Challenger Sale. Portfolio, 2011.

23Conrad Bayer, Tellwise, “An Ultimate Guide to Conversion Rates,” 2016. https://tellwise.com/blog/ultimate-guide-conversion-rates.

24Brian Carroll, “The B2B Lead.” www.b2bleadblog.com.

25RingDNA, “The Complete Guide to Inside Sales Analytics,” 2017. http://www.ringdna.com/whitepapers/the-complete-guide-to-inside-sales-analytics-2017.

26ContactMonkey, www.contactmonkey.com/blog.

27ContactMonkey, www.contactmonkey.com/blog/category/email-subject-lines.

28Jake Atwood, Ovation Sales Group. www.ovationsales.com.

29SalesLoft, Research presented at Rainmaker 2016 conference. www.salesloft.com.

30Lee Bartlett, The No. 1 Best Seller. Lee Bartlett, 2016.

31Velocify, “The Ultimate Contact Strategy, How to Use Phone and Email for Conversion Success.” http://pages.velocify.com/rs/leads360/images/Ultimate-Contact-Strategy.pdf.

32Scott Britton, “How to Close More Deals with the Neighborhood Technique,” 2016. www.troops.ai/blog/how-to-close-more-deals-with-the-neighborhood-technique.

33Michael Bosworth, Solution Selling. McGraw-Hill, 1994.

34Jeb Blount, Fanatical Prospecting. Wiley, 2015.

35Lee Bartlett, The No.1 Best Seller. Lee Bartlett, 2016.

36Jeffrey Gitomer and Jennifer Gluckow, “Sell or Die.” www.linkedin.com/pulse/funny-thing-sales-pipeline-tony-j-hughes.

37Brynne Tillman, “The New Formula for Connecting with B2B Buyers.” www.business.linkedin.com/sales-solutions/blog/t/the-new-formula-for-connecting-with-b2b-buyers-infographic.

38Chris McChesney, Sean Covey, and Jim Huling, The 4 Disciplines of Execution. Simon & Schuster, 2012.

39Jeb Blount, Fanatical Prospecting. Wiley, 2015.

CHAPTER TWO

1Kristen Bell, Drexel University in partnership with Fenman Limited.

2Albert Mehrabian, Stephen Covey, Wharton Business School.

3Matthew Dixon and Brent Adamson, CEB Research, The Challenger Sale. Portfolio, 2011.

4Nic Dennis, www.linkedin.com/in/nicdennis.

5CEB Research, www.cebglobal.com.

6Matthew Dixon and Brent Adamson, CEB Research, The Challenger Sale. Portfolio, 2011.

7Jill Rowley, www.linkedin.com/in/jillrowley.

8CSO Insights, “2016 Sales Performance Optimization Study.” www.csoinsights.com/blog/overcoming-the-no-decision-sales-challenge-and-more.

9Matthew Dixon and Brent Adamson, CEB Research, The Challenger Sale. Portfolio, 2011. Matthew Dixon, Brent Adamson, Pat Spencer, and Nick Toman, The Challenger Customer. Penguin, 2015.

CHAPTER THREE

1LinkedIn, Sales Benchmark Index (SBI) Report, 2015.

2Kathleen Schaub, IDC Research, “Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience,” 2014. https://business.linkedin.com/content/dam/business/sales-solutions/global/en_US/c/pdfs/idc-wp-247829.pdf.

3Mark Lindwall, Forrester Research, “To Win Against Increasing Competition, Equip Your Salespeople with a Deeper Understanding of Your Buyers,” 2014. http://blogs.forrester.com/mark_lindwall/14-01-27-to_win_against_increasing_competition_equip_your_salespeople_with_a_deeper_understanding_of_your_buy. Corporate Visions, www.corporatevisions.com.

4LinkedIn, Sales Benchmark Index (SBI) Report, 2015.

5Brynne Tillman, “The New Formula for Connecting with B2B Buyers.” www.business.linkedin.com/sales-solutions/blog/t/the-new-formula-for-connecting-with-b2b-buyers-infographic.

6Mark Hunter, High-Profit Prospecting. AMACOM, 2016.

7RingLead, “9 Voicemail Tips to Dramatically Improve Return Calls.” www.ringlead.com/voicemail-tips-to-improve-return-calls/#.WVUnLtPyuRs.

8Lee Bartlett, The No. 1 Best Seller. Lee Bartlett, 2016.

9The Bridge Group, “Sales Development 2016, Metrics and Compensation Report.” http://blog.bridgegroupinc.com/sales-development-metrics.

10InsideSales.com, “Top Challenges of the Inside Sales Industry 2016.” www.insidesales.com/research-paper/top-challenges-inside-sales-industry-2016.

11Guy Kawasaki, The Art of the Start 2.0. Portfolio, 2015.

12Harvard Business Review with data originally from a study of 2,241 U.S. firms led by a researcher at South Korea’s Sungkyunkwan University. hbr.org/2011/03/the-short-life-of-online-sales-leads.

CHAPTER FOUR

1Chris Beall, CEO ConnectAndSell. www.connectandsell.com/blog.

2Ibid.

3Megan Heuer, SiriusDecisions, www.siriusdecisions.com/resources.

4Robert Clay, Marketing Donut, “Why 8% of Sales People Get 80% of the Sales.” www.marketingdonut.co.uk/sales/sales-techniques-and-negotiations/why-8-of-sales-people-get-80-of-the-sales.

5Puranjay S., Scripted, “5 Statistics to Motivate You to Make Sales Calls.” www.scripted.com/writing-samples/5-statistics-to-motivate-you-to-make-sales-calls.

6Jill Konrath, SNAP Selling. Portfolio, 2010.

7CEB Research, “2016 Sales and Marketing Summit.” www.cebglobal.com/sales-service/sales-marketing-summit.html.

8Chet Holmes, The Ultimate Sales Machine. Portfolio, 2007.

9Kathleen Schaub, IDC Research, “Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience,” 2014. https://business.linkedin.com/content/dam/business/sales-solutions/global/en_US/c/pdfs/idc-wp-247829.pdf.

10Matt Heinz, Influitive, “What You Should Know About B2B Referrals (But Probably Don’t),” 2015. http://www.heinzmarketing.com/2015/12/new-research-formal-referral-programs-lead-to-higher-sales-faster-deals.

11Joanne Black, No More Cold Calling. Warner Business Books, 2006.

12Phillipp Schmitt, Bernd Skiera, Christopher Van den Bulte, Goethe University and Wharton Business School, “Referral Programs and Customer Value,” 2010. www.slideshare.net/pooya-rajamand/jm-referral-programsandcustomervalue.

13Koka Sexton, LinkedIn, Social Selling Report, 2014.

14Nielsen.com, “Global Trust in Advertising and Brand Messages Report,” 2013. www.nielsen.com/us/en/insights/reports/2013/global-trust-in-advertising-and-brand-messages.html.

15LinkedIn and IDC, Sales Connect Report, 2014.

16Nicholas Read and Stephen Bistritz, Selling to the C-Suite. McGraw-Hill, 2009.

17Wikipedia, Power Law Distribution.

18LinkedIn, Sales Benchmark Index (SBI) Report, 2015.

19Brett Chester (while VP at Replicon), www.linkedin.com/in/brettchester.

20Michael Bosworth, What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story. McGraw-Hill, 2012.

21Steve Hall, www.linkedin.com/in/stevehallsydney.

22CEO.com, “2015 Social CEO Report.” www.ceo.com/social-ceo-report-2015.

23Jesse Davis, RingDNA and PointClear, “What Is Inside Sales and How Is It Changing?” 2015. www.ringdna.com/blog/what-is-inside-sales.

24Originally published: www.linkedin.com/pulse/sales-coaching-from-actual-ceo-buyer-tony-j-hughes. Reprinted with permission of Hari Krishnan.

CHAPTER FIVE

1Dale Carnegie, How to Win Friends and Influence People. Simon & Schuster, 1936.

2Dr. Robert Cialdini, Pre-Suasion. Random House, 2016.