Notes
Introduction
1. Andrea Hsu, “New Businesses Soared to Record Highs in 2021. Here’s a Taste of One of Them,” NPR, January 12, 2022, https://www.npr.org/2022/01/12/1072057249/new-business-applications-record-high-great-resignation-pandemic-entrepreneur.
2. Jay McBain, “Through-Channel Marketing Represents the Third Stage for Sales and Marketing Leaders,” Forrester, April 25, 2018, https://www.forrester.com/blogs/through-channel-marketing-represents-the-third-stage-for-sales-and-marketing-leaders/.
Chapter 1
1. “The B2B Buying Journey,” Gartner, accessed June 7, 2022, https://www.gartner.com/en/sales/insights/b2b-buying-journey.
2. “Distribution of Buying Groups’ Time by Key Buying Activities,” Gartner, © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. CM_611049. https://www.gartner.com/en/sales/insights/b2b-buying-journey.
3. Sushant Khandelwal, David Deming, Jens Friis Hjortegaard, and Wade Cruse, “Virtual Selling Has Become Simply Selling,” Bain & Company, April 2, 2021, https://www.bain.com/insights/virtual-selling-has-become-simply-selling/.
4. Ayal Steinberg, “98% of Enterprise Purchases Start with a Google Search,” Selling with Data, May 1, 2022, https://sellingwithdata.substack.com/p/3-98-of-enterprise-purchases-start?s=r.
5. Kelly Blum, “Future of Sales 2025: Why B2B Sales Needs a Digital-First Approach,” Gartner, September 23, 2020, https://www.gartner.com/smarterwithgartner/future-of-sales-2025-why-b2b-sales-needs-a-digital-first-approach.
6. L. Ceci, “How Much Time on Average Do You Spend on Your Phone on a Daily Basis?,” Statista, February 25, 2022, https://www.statista.com/statistics/1224510/time-spent-per-day-on-smartphone-us/.
7. Sheryl Sandberg, quoted in “Inside the Mind of Facebook’s Sheryl Sandberg,” Blue Sky Partners, Chicago Tribune, October 10, 2015, https://www.chicagotribune.com/business/blue-sky/ct-inc-interview-with-sheryl-sandberg-bsi-hub-20151010-story.html.
8. “Organic Search Improves Ability to Map to Consumer Intent,” Brightedge Research, 2019, https://videos.brightedge.com/research-report/BrightEdge_ChannelReport2019_FINAL.pdf.
9. “Advertising,” Merriam-Webster.com, 2022, https://www.merriam-webster.com/dictionary/advertising.
Chapter 2
1. Karl Schmidt, Brent Adamson, and Anna Bird, “Making the Consensus Sale,” Harvard Business Review, March 2015, https://hbr.org/2015/03/making-the-consensus-sale.
2. Chet Holmes, The Ultimate Sales Machine (Penguin Publishing Group, 2007).
Chapter 3
1. “Ninjio Aware Reviews,” Gartner, Accessed June 8, 2022, https://www.gartner.com/reviews/market/security-awareness-computer-based-training/vendor/ninjio/product/ninjio-aware.
Chapter 4
1. Dale Lampertz, “Has Cold Calling Gone Cold?,” Baylor University’s Keller Center for Research, September 2012, https://www.baylor.edu/content/services/document.php/183060.pdf.
2. Andy Gilhooley, “SMS Marketing vs. Email Marketing: Who Wins the Battle for Effectiveness?” RedEye, May 4, 2021, https://www.redeye.com/resources/sms-marketing-vs-email-marketing-who-wins-the-battle-for-effectiveness/#:~:text=The%20average%20open%20rate%20of,a%20friend%20or%20family%22member.
Chapter 6
1. Bill Stoller, “71% of Hiring Decision-Makers Agree Social Media Is Effective for Screening Applicants,” Cision PRWeb, October 14, 2020, https://www.prweb.com/releases/71_of_hiring_decision_makers_agree_social_media_is_effective_for_screening_applicants/prweb17467312.htm.
2. Jordan Grimmer, “Experts vs. Friends: The Definitive Guide to Who Influences Us and Why,” The Bottom Line, September 29, 2016, https://medium.com/bestcompany/experts-vs-friends-the-definitive-guide-to-who-influences-us-and-why-6a0aa609c8c0.
3. “Patience” Lexico.com, 2022, https://www.lexico.com/en/definition/patience.
Chapter 7
1. Kyle Norton, “Using Personal Video to 3x Response Rates and Boost Sales Performance,” Vidyard, Accessed June 9, 2022, https://www.vidyard.com/customers/league-sales-video-success-story/.