Notes

Preface

1   Priit Kallas, “Top 15 Most Popular Social Networking Sites and Apps,” September 5, 2017, https://www.dreamgrow.com/top-15-most-popular -social-networking-sites/.

2   BNP Paribas, “2016 BNP Paribas Global Entrepreneur Report.”

3   Kate Palmer, “Record 80 New Companies Being Born an Hour in 2016,” The Telegraph, July 12, 2016.

Chapter 1

1   Elaine Wong, “The Most Memorable Product Launches of 2010,” Forbes, December 2010.

2   Sara Radicati, “2015-2019 Email Statistics Report,” The Radicati Group, March 2015.

3   Schneider Associates and Sentient Decision Science, “15th Annual 2016 Most Memorable New Product Launch Survey,” March 2016.

Chapter 2

1   Kathleen Schaub, “Social Buying Meets Social Selling,” IDC, April 2014.

2   David Weinhaus, “Sales Enablement Services to Drive Client Results and Boost Agency Fees,” Hubspot, 2015, and Ryan Gum, “How to Use Sales Productivity to Sell Smarter, backed by Data,” Attach, 2016.

3   “Making the Consensus Sale,” Harvard Business Review, March 2015.

4   Hank Barbes, “In Enterprise Tech, Sell Broadly (Within an Account) Is the Only Answer,” Gartner Group, 2016.

5   SalesLabs, “The Million Minute Sales Truth,” Dialogue Review, April 2017.

6   “The Ultimate Contact Strategy,” Velocify, 2013.

7   Interview with Neil Rackham by Josh Krist, a content manager for SalesLobby, a sales resource website operated by the Alexander Group Inc., September 2000. See also http://www.saleslobby.com/OnlineMagazine/0900/features_NRackham.asp.

8   Dave Chaffey, E-mail marketing statistics 2017, Smart Insights, June 2017.

9   Kath Pay, “The State of the Email Marketing By Industry,” GetResponse, January 2016.

10   Kissmetrics, “The Growth Marketers Guide to Customer Engagement Automation,” 2017.

11   Jakob Nielsen, “How Long Do Users Stay on Web Pages?,” Nielsen Norman Group, September 2011.

12   Kissmetrics, “The Growth Marketers Guide to Customer Engagement Automation,” 2017.

13   Ethan Denney, “The 4-Step Process for Converting Website Visitors into Potential Clients for Your Services,” ConvertFlow, 2015.

14   Ibid.

15   Ibid.

16   Ibid.

Chapter 3

1   Rachel Gillett, “The Best and Worst Times to Post on Social Media,” Fast Company, September 25, 2014.

2   “The Million Minute Sales Truth,” Dialogue Review, April 19, 2017.

3   Journal of Air Transport Management 10, no. 1 (January 2004).

4   Kristin Rivera and Per-Ola Karlsson, “CEOs Are Getting Fired for Ethical Lapses More Than They Used To,” Harvard Business Review, 6 June 2017.

5   Elliott Haworth, “One Year Until the EU General Data Protection Regulation,” CityAM, May 24, 2017.

6   Doug Drinkwater, “These CISOs Explain Why They Got Fired,” CSO Magazine, April 20, 2016.

Chapter 4

1   Louis V. Gerstner, Jr., Who Says Elephants Can’t Dance: Inside IBM’s Historic Turnaround, HarperBusiness, 2002.

2   Doug Garr, IBM Redux: Lou Gerstner and the Business Turnaround of the Decade, HarperBusiness, 1999.

3   United Nations press release SG/SM/6161, February 19, 1997.

4   Joshua Green, “Karl Rove in a Corner,” Atlantic Monthly, November, 2004.

5   James Moore and Wayne Slater, “Bush’s Brain: How Karl Rove Made George W. Bush Presidential,” New York: John Wiley & Sons, 2003.

Chapter 5

1   http://www.cbbc.org/mic2025/.

2   Wade Shepard, “China Hits Record High M&A Investments in Western Firms,” Forbes, September 10, 2016.

3   Target Opportunity Planning Sales Performance Index, SalesLabs, 2017.

Chapter 6

1   Of this number, 14.4 percent were in the process of quitting or onboarding, 44.4 percent were looking for new opportunities with updated résumés, and 30.6 percent indicated an intention to switch jobs. Only 10.6 percent would not consider job-searching. Source: HR in Asia, November 1, 2016.

2   Sarang Sunder, V. Kumar, Ashley Goreczny, and Todd Maurer, “How to Predict Turnover on Your Sales Team,” Harvard Business Review, August 2017. Based on research in “Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior,” Journal of Marketing Research, 2016.

Chapter 7

1   Encarta.msn.com/dictionary_/proposition.html.

2   “The Oil Sands of Alberta,” 60 Minutes, CBS. Originally aired January 22, 2006.

Chapter 8

1   Jennifer Polk, “Differentiate Digital Commerce With Customer Experience,” Gartner, May 21, 2016.

2   Michael Krigsman, “Brand Promise, Customer Experience, and CMO Lessons for the CIO,” ZDNet, 2017.

3   “Omni Channel Customer Experience: Not an Option, But a Strategic Necessity,” Frost & Sullivan, 2016.