References

  1.  1 The Modern Marketing Mix, Marketing Accountability Standards Board, Available at: https://www.forbes.com/sites/forbesinsights/2019/04/15/how-transparent-is-your-marketing-spend/#27174a0d3ad1
  2.  2 Kelly, Bob, “Unlocking CRMs Value,” The Sales Management Association, April 2020, Available at: https://salesmanagement.org/blog/crms-triumph-of-hope-over-experience/
  3.  3 AI Summit Industry Insights Report 2020. Forbes survey of 1,093 initial responses. Available at: https://intuitive-design.foleon.com/knect365/ai-summit-insights-report-2020/home/
  4.  4 The CMO Survey, Duke Fuqua School of Business, Survey of 2,818 marketers, 2021, available at: https://cmosurvey.org/
  5.  5 Reibstein, David, Iyengar, Raghu, and Diorio, Stephen, Markets in Motion, Wharton Business School survey of 352 senior marketing executives, April – June 2020. Available at: https://www.revenueenablement.com/markets-in-motion/
  6.  6 Hanssens, Dominique, “Empirical Generalizations About Marketing's Impact,” The Marketing Sciences Institute, 2015, Available at: https://www.msi.org/books/empirical-generalizations-about-marketing-impact-2nd-ed/
  7.  7 “Real-Time Marketing Accountability: How High-Performing Marketers Are Supporting Strategic Growth Decisions With Real-Time Voice of the Customer Data and Insights,” a quantitative research survey of 500 global marketing executives by Forbes, 2018. Available at: http://35.196.99.151/cmo-practice/real-time-marketing-accountability/
  8.  8 Edeling, Alexander and Fischer, Mark, “Marketing's Impact on Firm Value: Generalizations from a Meta-Analysis,” American Marketing Association, 2016, Available at: https://www.researchgate.net/publication/283827427_Marketing's_Impact_on_Firm:Value_Generalizations_from:a_Meta-Analysis
  9.  9 Revenue Enablement Institute, “The Remote Sales Productivity Report,” Survey of 150 sales leaders and practitioners, 2020, Available at: https://www.revenueenablement.com/product/the-remote-sales-productivity-report
  10. 10 Microsoft usage statistics, 2020. Available at: https://www.microsoft.com/en-us/microsoft-365/blog/2020/04/30/2-years-digital-transformation-2-months/?mod=article_inline
  11. 11 Zoom revenue and usage statistics, 2020. Available at: https://blog.zoom.us/90-day-security-plan-progress-report-april-22/
  12. 12 Smith, Michael, “The Financial Impact of Adding a Virtual AE Channel to the Commercial Model,” 2020. Available at: https://www.revenueenablement.com/the-financial-impact-of-adding-a-virtual-account-executive-to-the-commercial-model/
  13. 13 Diorio, Stephen, “Building a High-Performing Virtual Selling Channel,” Forbes, 2020. Available at: https://www.forbes.com/sites/forbesinsights/2020/04/22/building-a-virtual-selling-channels/#39113173521b
  14. 14 Marketing Budget Allocation Trends, ITSMA. 2020 Available at: https://www.itsma.com/research/2020-services-marketing-budget-allocations-trends/
  15. 15 Forbes Marketing Accountability Report, A quantitative analysis of the performance of 380 CMOs, Forbes, 2017. Available at: https://blogs.forbes.com/forbesinsights/files/2019/08/Forbes-Marketing-Accountability-Executive-Summary-10.2.17.pdf
  16. 16 Gartner Customer Experience Survey, 2018, Available at: https://www.gartner.com/en/marketing/insights/articles/key-findings-from-the-gartner-customer-experience-survey
  17. 17 Gartner's 2021 Technology End User Buying Behavior Survey, 2021, survey of 1,500 end users. Available at: https://www.gartner.com/en/newsroom/press-releases/2021-05-17-gartner-cso-sales-leader-conference-americas-day-1-highlights
  18. 18 Iyengar, Goorha, “Voice Analytics and Artificial Intelligence: Future Directions for a Post Covid World,” Wharton Customer Analytics, 2020. Available at: https://wca.wharton.upenn.edu/white-paper/voice-analytics-and-artificial-intelligence-future-directions-for-a-post-covid-world/
  19. 19 Diorio, Stephen, “How Splunk Is Accelerating Growth,” Forbes, 2021. Available at:https://www.forbes.com/sites/stephendiorio/2022/02/07/leading-business-transformation-at-scale-at-splunk/
  20. 20 Salesforce.com State of Sales Report, Survey of 2,900 sales leaders, 2019, Available at: https://c1.sfdcstatic.com/content/dam/web/en_us/www/documents/reports/sales/state-of-sales-3rd-ed.pdf
  21. 21 Salesforce.com State of Service Report, Survey of 3,500 Service Leaders and Agents, 2019, Available at:https://c1.sfdcstatic.com/content/dam/web/en_us/www/documents/reports/sales/state-of-sales-3rd-ed.pdf https://c1.sfdcstatic.com/content/dam/web/en_us/www/documents/reports/salesforce-research-third-edition-state-of-service.pdf
  22. 22 Research Report: Unlocking CRM's Value, Sales Management Association, 2019, Survey of sales managers and performance professionals. Available at: https://salesmanagement.org/resource/unlocking-crms-value/
  23. 23 Revenue.io, 2021 Revenue Operations and Customer Acquisition Benchmark Report, survey of 240 revenue leaders in 2020 by RevOps Squared. Available at: https://www.revenue.io/ebooks/2021-rev-ops-customer-acquisition-benchmark-report
  24. 24 Kleber, Sophie, “3 Ways AI Is Getting More Emotional,” Harvard Business Review, 2018. Available at: https://hbr.org/2018/07/3-ways-ai-is-getting-more-emotional
  25. 25 The 21st Century Commercial Model: “A CXO Blueprint for Transforming Sales, Marketing and Services,” An analysis of the top 100 technologies that are transforming the commercial model, 2021, The Revenue Enablement Institute. Available at: https://www.revenueenablement.com/the-21st-century-commercial-model-report/
  26. 26 The RevOps Framework, Varicent, 2021. Available at: https://www.varicent.com/whitepapers-studies/The-RevOps-Framework
  27. 27 “Cisco Announces New Chief Sales and Marketing Officer and New Chief Customer Experience Officer,” Cisco, 2018. Available at: https://www.globenewswire.com/news-release/2018/03/28/1454700/0/en/Cisco-Announces-New-Chief-Sales-and-Marketing-Officer-and-New-Chief-Customer-Experience-Officer.html
  28. 28 “Cisco's Digital Marketing Transformation,” Domo Case Study, 2018. Available at: https://www.domo.com/learn/report/cisco-transformed-their-digital-marketing-with-domo
  29. 29 Ives, Nat, “CMO Titles Continue to Wane,” Wall Street Journal, 2019. Available at: https://www.wsj.com/articles/cmo-titles-will-continue-to-wane-and-thats-a-good-thing-analysts-say-11572258781
  30. 30 “The Rise of Revenue Operations, Revenue Operations Performance Benchmarks,” Clari, 2021. Available at: https://www.clari.com/blog/the-rise-of-revenue-operations-infographic
  31. 31 Diorio, Stephen, “Proving the Financial Contribution of AI to Sales,” Forbes, 2020, Available at: https://www.forbes.com/sites/forbesinsights/2019/11/20/proving-the-financial-contribution-of-ai-in-marketing-applications/?sh=6178bfa04564
  32. 32 Iyengar, Goorha, “Voice Analytics and Artificial Intelligence: Future Directions for a Post Covid World,” Wharton Customer Analytics. 2020. Available at: https://wca.wharton.upenn.edu/white-paper/voice-analytics-and-artificial-intelligence-future-directions-for-a-post-covid-world/
  33. 33 Diorio, Stephen, “Evolving to Response Management,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/03/25/evolving-from-content-management-to-response-management/?sh=2d94560a65df
  34. 34 Diorio, Stephen, “Leading Remote Selling Teams in a Crisis,” Revenue Enablement Institute, 2020. Available at: https://www.revenueenablement.com/leading-remote-selling-teams-in-a-crisis-environment/
  35. 35 Ransbotham, Khodabandeh, Ronny Fehling, Burt Lafountain, and David Kiron, Sloan MIT Winning with AI Report, 2019, Available at: https://sloanreview.mit.edu/projects/winning-with-ai/
  36. 36 Miller Heiman, CSO Insights Sales Performance Report 2019, Available at: https://www.csoinsights.com/wp-content/uploads/sites/5/2018/12/2018-2019-Sales-Performance-Report.pdf
  37. 37 Iyengar, Raghu and Reibstein, David, “Markets in Motion Profile: How the Lenovo Is Adapting to the New Market Reality,” Wharton Business School, 2021. Available at: https://www.revenueenablement.com/mim-lenovo/
  38. 38 Iyengar, Raghu and Reibstein, David, “Markets in Motion Profile: How the Equitable Is Adapting to the New Market Reality,” Wharton, 2021. Available at: https://www.revenueenablement.com/mim-equitable/
  39. 39 Haas, David, “Baby Boomer Retirement Trends,” Forbes, 2019. Available at: https://www.forbes.com/sites/forbesfinancecouncil/2019/09/03/retirement-trends-of-baby-boomers/#3be5cca73787
  40. 40 Ham, Arno, “Digital Commerce Trends,” DigitalCommerce360, 2019. Available at: https://www.digitalcommerce360.com/2019/01/27/2019-b2b-e-commerce-trends-putting-convenience-before-innovation/#:˜:text=As%20many%20as%2083%25%20of,product%20choices%20than%20ever%20before.
  41. 41 Revenue.io Case Study, ChowNow, 2021. Available at: https://www.Revenue.io.com/case-studies/chownow-case-study
  42. 42 Revenue.io Case Study, RE/MAX, 2021. Available at: https://www.Revenue.io.com/case-studies/remax
  43. 43 Revenue.io Case Study, HPE, 2021. Available at: https://www.Revenue.io.com/case-studies/hewlett-packard-enterprise
  44. 44 Revenue.io Case Study, Cvent, 2021. Available at: https://www.Revenue.io.com/case-studies/cvent
  45. 45 Igniting Revenue Operations for 2021 Growth, Alexander Group, 2021. Available at: https://www.alexandergroup.com/insights/revenue-operations-2021-growth/
  46. 46 Alexander Group, 2021 Sales Compensation Trends Survey, 2021, Available at: https://www.alexandergroup.com/insights/2021-sales-compensation-trends-survey-executive-summary/
  47. 47 Revving up Go-to-Market Operations in B2B, Analysis of 100 high-growth B2B organizations by BCG. Available at: https://www.bcg.com/en-us/publications/2020/revving-up-go-to-market-operations-b2b
  48. 48 Lodish, L., “Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories,” the Institute of Management Sciences, 1988. Available at: https://operationalincomestatement.com/roi/wp-content/uploads/2015/05/Lodish-1988.pdf
  49. 49 Blue Ridge Partners survey of 622 sales professionals and performance professionals December 2020–April 2021. Available at: https://sloanreview.mit.edu/projects/winning-with-ai/
  50. 50 Marletta, Gerry, “Recurring Revenues Rising,” CFO Magazine, 2019. Available at: https://www.cfo.com/cash-flow/2019/02/recurring-revenue-rising/
  51. 51 HubSpot State of Content Marketing Report, 2020. Available at: https://blog.hubspot.com/marketing/state-of-content-marketing-infographic
  52. 52 S&P 500 historical financial data, Fact Set, 2021. Available at: https://www.factset.com/hubfs/Website/Resources%20Section/Research%20Desk/Earnings%20Insight/EarningsInsight_061721A.pdf
  53. 53 Abdulla, Sammy, “SaaS IPOs Take $318mm of Investment,” Analysis of 49 SaaS IPOs, Blossom Street Ventures, 2021. Available at: https://www.linkedin.com/pulse/saas-ipos-take-318mm-investment-sammy-abdullah/?trackingId=9Mt1jWPGRIaRJ7xjLEModg%3D%3D
  54. 54 Abdulla, Sammy, “SaaS multiples for Q2,” a financial analysis of 102 SaaS businesses, Blossom Street Ventures, 2021. Available at: https://www.linkedin.com/pulse/saas-multiples-q2-sammy-abdullah/
  55. 55 Knowles, Jonathan, “Intangible Assets Represent 80% of Firm Value,” 2019. Available at: https://www.linkedin.com/pulse/intangible-assets-represent-80-value-sp-500-jonathan-knowles/
  56. 56 Ocean Tomo, Intangible Asset Market Value Study, 2020. Available at: https://www.oceantomo.com/intangible-asset-market-value-study/
  57. 57 Sinclair, Keller, “Brand Value, Accounting Standards, and Mergers and Acquisitions: ‘The Moribund Effect,’” Journal of Brand Management (2017). Available at: https://themasb.org/wp-content/uploads/2017/04/Sinclair-and-Keller-JBM-2016.pdf
  58. 58 Pitchbook, Annual PE Breakdown Report, 2018. Available at: https://files.pitchbook.com/website/files/pdf/2018_Annual_US_PE_Breakdown.pdf
  59. 59 Yahoo Finance, 2021 Market Data.
  60. 60 US Private Equity Deals Analysis, Reuters, 2021. Available at: https://www.reuters.com/article/us-private-equity-deals-valuations-analy-idUKKBN2B81EA
  61. 61 Laney, Doug, “Why Your Company Does Not Measure the Value of Its Data Assets,” Forbes, 2021. Available at: https://www.forbes.com/sites/douglaslaney/2020/07/22/your-companys-data-may-be-worth-more-than-your-company/?sh=756bff5e634c
  62. 62 Laney, Doug, “Your Company's Data May Be Worth More Than Your Company,” Forbes, 2020. Available at: https://www.forbes.com/sites/douglaslaney/2020/07/22/your-companys-data-may-be-worth-more-than-your-company/?sh=756bff5e634c
  63. 63 Diorio, Stephen, “Unlocking the Full Growth Potential of Big Data,” Forbes, 2020. Available at: https://www.forbes.com/sites/forbesinsights/2018/12/17/unlocking-the-full-growth-potential-of-big-data/#4493598f52e9
  64. 64 Spencer, Stuart, “CMO Titles Will Continue to Wane,” Wall Street Journal, 2019. Available at: https://www.wsj.com/articles/cmo-titles-will-continue-to-wane-and-thats-a-good-thing-analysts-say-11572258781
  65. 65 Roetzer, Paul, “Funding for AI Sales and Marketing Companies Exceeds $5.2 Billion,” MarketGain Institute, analysis of VC investment in Artificial Intelligence, 2019. Available at: https://www.marketingaiinstitute.com/blog/funding-for-ai-powered-sales-and-marketing-companies-exceeds-5.2-billion
  66. 66 ChiefMartech.com, 2020 Martech Landscape, 2020. Available at: https://chiefmartec.com/2020/04/marketing-technology-landscape-2020-martech-5000/
  67. 67 Diorio, Stephen and Rogers, Bruce, “Publish or Perish Report,” Forbes, 2018. Available at: https://www.forbes.com/sites/brucerogers/2015/04/29/publish-or-perish-why-the-cmo-must-become-a-publisher-to-drive-growth/?sh=37acececc310
  68. 68 Revenue.io Case Study, Equity Trust, 2021. Available at: https://www.Revenue.io.com/case-studies/equity-trust-reviews-6x-more-calls
  69. 69 Sales Operations Program of the Year, Forrester/Sirius Decisions, 2020. https://www.siriusdecisions.com/summit-us/sessions/sos_programs-of-the-year-sales-operations_hitachi-vantara
  70. 70 “How 6sense Supports the 21st Century Commercial Model,” Interview with Viral Balaji, Founder and CTO of 6sense, The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/re100/6sense/
  71. 71 “How Highspot Supports the 21st Century Commercial Model,” Interview with Robert Wahbe, Co-Founder and CEO of Highspot, The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/re100/highspot/
  72. 72 Diorio, Stephen, “Proving the Financial Contribution of Account-Based Marketing to the Business,” Forbes, 2020. Available at: https://www.forbes.com/sites/forbesinsights/2019/12/10/proving-the-financial-contribution-of-account-based-marketing-to-the-business/#21d069b77df9
  73. 73 Matlock, Robin and Haas, Janet, “Marketing Marketing to Management,” Forbes CMO Summit, 2018. Available at: https://www.forbes.com/video/5980590891001/marketing-marketing-to-management---cmo-summit-2018/?sh=14f3b6102257
  74. 101 Eric Olsen, Frank Plaschke, and Daniel Stelter, “Threading the Needle: Value Creation in a Low-Growth Economy,” Infosys, 2010. Available at: https://www.infosys.com/newsroom/features/pdf/file59590.pdf
  75. 102 Raju, Jagmohan and John Zhang, Z. Smart Pricing: How Google, Priceline and Leading Businesses Use Price Innovation for Profitability (Prentice Hall, 2013). Available at: https://executiveeducation.wharton.upenn.edu/wp-content/uploads/2019/12/Raju-Smart-Pricing.pdfXx
  76. 103 Diorio, Stephen, “Private Equity and the New Science of Growth,” Forbes, 2019. Available at: https://www.forbes.com/sites/forbesinsights/2019/03/01/private-equity-and-the-new-science-of-growth/?sh=5a5b91fa2370
  77. 104 Diorio, Stephen, “Creating an Economic Purpose for Long-Term Growth Investment,” Forbes, 2020. Available at: https://www.forbes.com/sites/forbesinsights/2019/12/04/creating-a-common-economic-purpose-for-long-term-growth-investment/?sh=5b1073594723Xx
  78. 105 Diorio, Stephen, “Growth Is the Ultimate Team Sport,” Forbes, 2020. Available at: https://www.forbes.com/sites/forbesinsights/2020/02/27/growth-is-the-ultimate-team-sport/#28b20be13bcdXx
  79. 106 Mantrala, Albers, Caldieraro, Jensen, Joseph, Krafft, Narasimhan, Gopealakrishna, Zoltners, Lal, and Lodish,“Sales Force Modeling: State of the Field and Research Agenda,” Marketing Letters, September 2010. Available at: https://www.academia.edu/14631455/Sales_force:modeling_State_of_the_field_and_research_agendaXx
  80. 107 Ghoshal, Sumantra, Piramal, Gita and Bartlett, Christopher A. Managing Radical Change (Viking Press, 2000). Available at: https://www.hbs.edu/faculty/Pages/item.aspx?num=4855
  81. 112 LinkedIn, 2020 Emerging Jobs Report, 2020. Available at: https://business.linkedin.com/content/dam/me/business/en-us/talent-solutions/emerging-jobs-report/Emerging_Jobs_Report_U.S._FINAL.pdf
  82. 108 Interbrand 2021 Brand Rankings, 2021. Available at: https://interbrand.com/best-global-brands/cisco/
  83. 114 Diorio, Stephen, “Driving Non-Linear Revenue and Profit Growth at Rev.com,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/07/07/driving-non-linear-revenue-and-profit-growth-at-revcom/?sh=1906bc1c6bd2
  84. 113 Diorio, Stephen,” How Jaime Punishill Is Accelerating Growth at Lionbridge,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/01/06/how-jaime-punishill-is-accelerating-growth-at-lionbridge/?sh=6dc63a481f1e
  85. 116 Diorio, Stephen, “Turning Juniper Networks into an Agile Growth Business,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/10/20/turning-juniper-networks-into-an-agile-growth-business/?sh=4789db46745c
  86. 113 Diorio, Stephen, “Aligning Growth Resources with Market Opportunity at RGP,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/09/27/aligning-growth-resources-with-market-opportunity-at-rgp/?sh=3dfb13012174
  87. 118 Diorio, Stephen, “Driving Organic Growth at insightsoftware,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/08/31/driving-organic-growth-at-insightsoftware/?sh=5c8b7f26662a
  88. 119 Diorio, Stephen, “Accelerating Intelligent Growth at Ryder,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/08/23/accelerating-intelligent-growth-at-ryder/?sh=462bdffb10bc
  89. 120 Diorio, Stephen, “Driving Growth in a Rapidly Changing Market at AT&T,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/04/21/driving-growth-in-a-rapidly-changing-market-at-att/?sh=793ccdd07fe1
  90. 117 Diorio, Stephen, “Driving Sales Transformation at iconnectiv,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/05/27/driving-sales-transformation-at-iconectiv/?sh=6b2e17244a8a
  91. 122 Diorio, Stephen, “How John Jacko Is Leading Growth at Pentair,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/01/19/how-john-jacko-is-leading-growth-at-pentair/?sh=756e5f772f41
  92. 123 Diorio, Stephen, “Transforming the Selling Model from Within at Honeywell,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/03/08/transforming-the-selling-model-from-within-at-honeywell/?sh=4ceeb1d059e9
  93. 120 Diorio, Stephen, “Driving Industry Leading Growth and Client Experience at mPhasis,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/07/01/driving-industry-leading-growth-and-client-experience-at-mphasis/?sh=16c0295d46c1
  94. 121 Diorio, Stephen, “Enabling a Digital Transformation at Pitney Bowes,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/04/29/enabling-a-digital-transformation-at-pitney-bowes/?sh=2575a61131cc
  95. 126 Diorio, Stephen, “Alignment Between Sales and Marketing Drives Growth at Ciena,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/02/17/alignment-between-sales-and-marketing-drives-growth-at-ciena/?sh=35f53d105cbf
  96. 123 Diorio, Stephen, “Leading Commercial Transformation at GHX,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/07/20/leading-commercial-transformation-at-ghx/?sh=52bfbe957db3
  97. 128 Diorio, Stephen, “Leading Sustainable Growth at Flexential,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/06/03/leading-sustainable-growth-at-flexential/?sh=3e60d1416313
  98. 125 Diorio, Stephen, “Driving Digital Transformation for Clients at Inmar Intelligence,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/08/02/driving-digital-transformation-for-clients-and-inmar-intelligence/?sh=34e155c55a78
  99. 130 Diorio, Stephen, “Enabling Growth Through Continuous Improvement at Fortive,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/06/01/enabling-growth-through-continuous-improvement-at-fortive/?sh=5204cf4d6b41
  100. 127 Sirius Decisions 2019 RevOps Research Survey. 2019. Available at: https://go.forrester.com/blogs/revenue-operations-and-cmos/
  101. 132 Diorio, Stephen, “Driving Growth and Transformation at Avaya,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/06/16/driving-growth-and-transformation-at-avaya/?sh=2a7c07801b11
  102. 124 Diorio, Stephen, “Making Customer Engagement the Common Scorecard for Growth,” Forbes, 2021. Available at: https://www.forbes.com/sites/forbesinsights/2020/02/26/making-customer-engagement-the-common-scorecard-for-growth/#5fa4f49c2188
  103. 130 Diorio, McKittrick, Munster, and Smith, “Tipping, Data-Driven Sales Resource Allocation in a 21st Century Commercial Model,” The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/wp-content/uploads/2021/07/Data-Driven-Sales-Resource-Allocation-Paper-7.14.21-FINAL-V1.2.pdf
  104. 131 Laney, Doug. Infonomics: How to Monetize, Manage, and Measure Information as an Asset for Competitive Advantage (Bibliomotion Inc, 2018). Available at: https://www.amazon.com/Infonomics-Monetize-Information-Competitive-Advantage/dp/1138090387
  105. 132 Diorio, Stephen, Beyond e: 12 Ways Technology is Transforming Sales and Marketing Strategy (McGraw Hill, 2001). Available at: https://www.amazon.com/Beyond-Technology-Transforming-Sales-Marketing/dp/B000OFYHVE
  106. 133 Smith, Michael, “The Financial Impact of Adding a Virtual Account Executive to the Commercial Model,” The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/the-financial-impact-of-adding-a-virtual-account-executive-to-the-commercial-model/
  107. 134 Stewart, David, Accountable Marketing: Linking Marketing Actions to Financial Performance (MASB, 2016). Available at: https://www.taylorfrancis.com/books/edit/10.4324/9781315639703/accountable-marketing-david-stewart-craig-gugel
  108. 135 Haskel, Jonathan and Westlake, Stian, Capitalism without Capital: The Rise of the Intangible Economy (Princeton University Press, 2018). Available at: https://www.amazon.com/gp/product/B071P3VGHQ/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0
  109. 136 “How RFPIO Supports the 21st Century Commercial Model,” Interview with Ganesh Shankar, the CEO of RFPIO, The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/re100/rfpio/
  110. 137 Smith, Michael, “The Growing Talent Crisis in Sales,” The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/the-growing-talent-crisis-in-sales/
  111. 138 “Optimizing Sales Territory Design Report,” The Sales Management Association, 2018, Available at: https://salesmanagement.org/resource/optimizing-sales-territory-design/
  112. 139 “Accelerate Territory Management and Analysis Processes,” Alexander Group. Available at: www.alexandergroup.com/insights/accelerate-territory-management-and-analysis-processes/
  113. 140 Zoltners, Sinha, and Lorimer, “Why Sales Teams Should Reexamine Territory Design,” Harvard Business Review, 2015: Available at: https://hbr.org/2015/08/why-sales-teams-should-reexamine-territory-design
  114. 141 Sales Comp Administration Survey, Alexander Group International, 2018. Available at: https://www.alexandergroup.com/insights/2018-sales-compensation-hot-topics-survey-executive-summary/
  115. 142 Quallen, Jim, “Using Advanced Customer Analytics to Shrink the Bulls Eye and Expand Revenues,” The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/propensity-to-buy-models/
  116. 143 “Leading the Effective Sales Force (LESF) Course,” Lodish, L, Padmanabhan, P, INSEAD, 2021. Available at: https://coursalytics.com/courses/leading-the-effective-sales-force-insead-business-school
  117. 144 “How Varicent Supports the 21st Century Commercial Model,” Interview with Marc Altshuller, the CEO of Varicent, The Revenue Enablement Institute, 2021. Available at: https://www.revenueenablement.com/re100/varicent/
  118. 145 Mendoza, NF, “Job Trend Analysis Marks Growth of Data Science, AI Roles,” Tech Republic, 2021. Available at: https://www.techrepublic.com/article/job-trend-analysis-marks-growth-of-data-science-ai-roles/
  119. 146 Columbus, Louis, “Roundup of Machine Learning Forecasts and Market Estimates, 2020,” Forbes, 2020. Available at: https://www.forbes.com/sites/louiscolumbus/2020/01/19/roundup-of-machine-learning-forecasts-and-market-estimates-2020/?sh=19b114925c02
  120. 147 Hosanagar, Kartik, A Humans Guide to Machine Intelligence: How Algorithms Are Shaping Our Lives and How We Can Stay in Control (Viking Press, 2019). Available at: https://www.amazon.com/gp/product/B07DT1HMT3/ref=dbs_a_def_rwt_bibl_vppi_i0
  121. 148 Diorio, Stephen, “Advancing the Science of Personalization,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/10/01/advancing-the-science-of-personalization/?sh=403838af1bb6
  122. 149 Wharton School of Business, “AI For Business Specialization,” Coursera, 2021. https://www.coursera.org/specializations/ai-for-business-wharton.
  123. 150 “Is Your Sales Organization Ready for the Next Recession?” Mark Kovac and Jamie Cleghorn, Bain Survey of 870 B2B Executives, 2020. Available at: https://www.bain.com/contentassets/50ddd4821c8145068c6e179b5da4b592/bain_brief-is_your_sales_organization_ready_for_the_next_recession.pdf
  124. 151 “Poised for Growth: Six Trends for Realigning Revenue Management Priorities for 2021,” Manufacturing and Distribution industry Trends Report, Alexander Group, interviews with 60 executives. Available at: www.alexandergroup.com/insights/poised-for-growth/
  125. 152 Freeland, Winberg C., “S-Shaped Response Functions: Implications for Decision Models,” Journal of Operational Research Society, 2017. Available at: https://www.tandfonline.com/doi/abs/10.1057/jors.1980.186
  126. 153 Lodish, L., “An Interactive Salesman's Call Planning System,” Management Science, 1971. Available at: https://pubsonline.informs.org/doi/abs/10.1287/mnsc.18.4.P25
  127. 154 Wharton Executive Education, “Customer Analytics for Growth Using Machine Learning, AI and Big Data,” Wharton School of Business, 2021. Available at: https://executiveeducation.wharton.upenn.edu/for-individuals/all-programs/customer-analytics-for-growth-using-machine-learning-ai-and-big-data/
  128. 155 Diorio, Stephen and Fink Elissa, “CMO of Tableau: Helping Marketers Make More Data-Driven Decisions About Growth,” Forbes, 2019. Available at: https://www.forbes.com/sites/forbesinsights/2017/12/21/elissa-fink-cmo-of-tableau-helping-marketers-make-more-data-driven-decisions-about-growth/?sh=49ec2f575778
  129. 156 Clear, James, “Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,” Avery, 2018. Available at: https://jamesclear.com/marginal-gains
  130. 157 Goorha, Saurabh and Iyengar, Raghu, “Voice Analytics and Artificial Intelligence: Future Directions for a Post-COVID World,” Wharton white paper. Available at: https://wca.wharton.upenn.edu/white-paper/voice-analytics-and-artificial-intelligence-future-directions-for-a-post-covid-world/
  131. 158 Goorha and Raghu, “Voice Analytics and Artificial Intelligence.”
  132. 159 Diorio, Stephen, “Simplifying the Science of Selling,” Forbes, 2021. Available at: https://www.forbes.com/sites/stephendiorio/2021/06/09/simplifying-the-science-of-selling/?sh=65f9ba237924
  133. 160 Levine-Weinberg, Adam, “Is American Airlines Loyalty Program Really Worth $31.5 Billion?” Motley Fool, 2020. Available at: https://www.fool.com/investing/2020/06/17/is-american-airlines-loyalty-program-really-worth.aspx
  134. 161 Diorio, Stephen, “How Transparent Is Your Marketing Spend,” MASB analysis of marketing spend mix, Forbes, 2019. Available at: https://www.forbes.com/sites/forbesinsights/2019/04/15/how-transparent-is-your-marketing-spend/#2354be9a3ad1
  135. 162 Edelman, David, “You Can't Be Customer Centric If You Can't See the Journey,” The Revenue Enablement Institute, 1/12/21. Available at: https://www.revenueenablement.com/you-cant-be-customer-centric-if-you-cant-see-the-journey/
  136. 163 Diorio, Stephen, “Leading Business Transformation at Scale at Splunk,” The Revenue Enablement Institute, January 2022. Available at: https://www.revenueenablement.com/leading-business-transformation-at-scale-at-splunk/
..................Content has been hidden....................

You can't read the all page of ebook, please click here login for view all page.
Reset
18.223.196.123