Notes

Introduction

1.  Marissa Levin, “Reading Habits of the Most Successful Leaders That Can Change Your Life Too,” Inc.com, August 13, 2017, https://www.inc.com/marissa-levin/reading-habits-of-the-most-successful-leaders-that.html.

2.  Michael Simmons and Ian Chew, “What Entrepreneurs Can Learn from Tesla Founder Elon Musk,” Fortune.com, August 11, 2016, http://fortune.com/2016/08/11/how-to-think-like-elon-musk/.

3.  Karl Smallwood, “Theodore Roosevelt Could Read a Book Before Breakfast,” Factfiend.com, July 15, 2014, http://www.factfiend.com/theodore-roosevelt-read-book-breakfast/.

4.  José Ángel Manaiza Jr., “Speed Reading,” Huffington Post, updated December 6, 2017, https://www.huffingtonpost.com/josa-angel-manaiza-jr/speed-reading-a-proven-sy_b_9052412.html.

5.  Marissa Levin, “Reading Habits of the Most Successful Leaders.”

6.  Jim Probasco, “10 Habits of Successful People,” Investopedia, updated August 29, 2017, https://www.investopedia.com/articles/personal-finance/092515/10-habits-successful-people.asp.

7.  Jonathan Segura, “Print Book Sales Rose Again in 2016,” Publishers Weekly, January 6, 2017, https://www.publishersweekly.com/pw/by-topic/industry-news/bookselling/article/72450-print-book-sales-rose-again-in-2016.html.

8.  Jim Milliot, “The Bad News About E-books,” Publishers Weekly, January 20, 2017, https://www.publishersweekly.com/pw/by-topic/digital/retailing/article/72563-the-bad-news-about-e-books.html.

9.  Wall Street Journal U.S. Dollar Index, March 21, 2018.

10.  Aaron Smith and Monica Anderson, “Online Shopping and E-Commerce,” Pew Research Center, December 19, 2016, http://assets.pewresearch.org/wp-content/uploads/sites/14/2016/12/16113209/PI_2016.12.19_Online-Shopping_FINAL.pdf.

11.  U.S. Department of Commerce, Quarterly Retail E-Commerce Sales 4th Quarter 2017, U.S. Census Bureau News, February 16, 2018, https://www.census.gov/retail/mrts/www/data/pdf/ec_current.pdf.

12.  Lauren Thomas, “Amazon grabbed 4 percent of all US retail sales in 2017,” CNBC, January 3, 2018, https://www.cnbc.com/2018/01/03/amazon-grabbed-4-percent-of-all-us-retail-sales-in-2017-new-study.html.

Chapter 1

1.  Amy Adkins, “Majority of U.S. Employees Not Engaged Despite Gains in 2014,” Gallup, January 28, 2015, http://news.gallup.com/poll/181289/majority-employees-not-engaged-despite-gains-2014.aspx.

2.  Mario Natarelli, “How Emotion Drives Brand Choices and Decisions,” Branding Strategy Insider, November 14, 2017, https://www.brandingstrategyinsider.com/2017/11/how-emotion-drives-brand-choices-and-decisions.xhtml#.WrPLXYjwZPY.

3.  Teresa M. Amabile and Steve J. Kramer. “What Really Motivates Workers,” Harvard Business Review 88, nos. 1/2 (January–February 2010): 44–45. (#1 in Breakthrough Ideas for 2010.)

4.  Spherion Workforce survey, “Corporate Culture Penetration,” as reported in USA Today Snapshots, January 4, 2006.

Chapter 3

1.  Teresa Amabile, Steven Kramer, The Progress Principle (Boston: Harvard Business School Publishing, 2011

Chapter 4

1.  Herbert A. Simon, “Rational Choice and the Structure of the Environment,” Psychological Review 63(2) (1956): 129–138.

2.  “AMA 2002 Survey on Internal Collaboration,” American Management Association (New York), June–July 2002.

3.  Tim Stevens, “View from on High,” IndustryWeek, December 21, 2004, http://www.industryweek.com/companies-amp-executives/view-high.

4.  Gallup report, “State of the American Workplace,” February 2017, http://news.gallup.com/reports/178514/state-american-workplace.aspx.

5.  John Simpson and Eric Winquist, “Eliminate the Top 3 Productivity Killers,” JavaSoftware.com, September 15, 2009, http://provisor.jamasoftware.net/media/documents/Central_Hub_Product_Intelligence_Jama.pdf.

Chapter 6

1.  Adrian Wooldridge, “Schumpeter: Corporate Short-Termism Is a Frustratingly Slippery Idea,” The Economist, February 16, 2017.

2.  Ibid.

Chapter 7

1.  Wendy Cole, “Please, Go Away,” TIME magazine, October 3, 2004, http://content.time.com/time/magazine/article/0,9171,709054,00.html.

2.  “What Is Industry Value Added?,” Department of Commerce, Bureau of Economic Analysis, ID 184, March 10, 2006, https://www.bea.gov/faq/index.cfm?faq_id=184.

Chapter 9

1.  Patrick Spenner and Karl Schmidt, “Two Numbers You Should Care About,” CEB Blogs, B2B Sales and Marketing, March 31, 2015, https://www.cebglobal.com/blogs/b2b-sales-and-marketing-two-numbers-you-should-care-about/.

Chapter 10

1.  CEB Marketing & Communications, “Market Insights: The Power of a Customer Journey Map,” May 15, 2017, https://www.cebglobal.com/blogs/market-insights-the-power-of-a-customer-journey-map/.

Chapter 11

1.  Shama Hyder, “How B2B Buying Decisions Really Get Made in the Digital Age,” Forbes.com, February 21, 2017, https://www.forbes.com/sites/shamahyder/2017/02/21/how-tech-buying-decisions-really-get-made-in-the-digital-age/#5d9f4d5f3b01.

2.  Mark Fidelman, “Study: 78% Of Salespeople Using Social Media Outsell Their Peers,” Forbes.com, May 19, 2013, https://www.forbes.com/sites/markfidelman/2013/05/19/study-78-of-salespeople-using-social-media-outsell-their-peers/#29adc178a39e.

3.  Tom Reilly, “Persuasion and Influence,” white paper (2011), https://tomreillytraining.com/wp-content/uploads/2017/11/Persuasion-and-Influence-whitepaper-VAS-header.pdf.

4.  “Social Selling,” Research Brief, Aberdeen Group, February 2013.

5.  Jim Keenan, “Social Media & Sales Quotas: The Impact of Social Media on Sales Quota and Corporate Revenue,” A Sales Guy Consulting, http://info.asalesguyconsulting.com/social-media-and-sales-quota-attainment.

6.  “The 2016 B2B Buyer’s Survey Report,” Demand Gen, https://www.demandgenreport.com/resources/research/2016-b2b-buyer-s-survey-report.

7.  “Ultimate Guide to Sales Prospecting: Tips, Techniques and Tools,” Techniques for Successful Prospecting/LinkedIn Sales Solutions, https://business.linkedin.com/sales-solutions/b2b-sales-prospecting/techniques-for-successful-prospecting#.

Chapter 12

1.  http://www.nytimes.com/1997/10/19/us/roberto-c-goizueta-coca-cola-chairman-noted-for-company-turnaround-dies-at-65.html.

Chapter 13

1.  Tim Colter, Mingyu Guan, Mitra Mahdavian, Sohail Razzaq, and Jeremy D. Schneider, “What the Future Science of B2B Sales Growth Look Like,” McKinsey & Company, January 2018, https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/what-the-future-science-of-b2b-sales-growth-looks-like.

2.  Doug Hall, Innovation Engineering Leadership Institute, offered by University of Wyoming, August 25–27, 2010.

Chapter 14

1.  Colonel Bradford K. Nelson, “Defeating the Threat to Sustainment Operations,” Army Logistician, PB 700-08-02, vol. 40, issue 2 (March–April 2008), http://www.alu.army.mil/alog/issues/MarApr08/defeatthreat_susop.html.

2.  Aaron Smith and Monica Anderson, “Online Shopping and E-Commerce,” Pew Research Center, December 19, 2016, http://www.pewinternet.org/2016/12/19/online-shopping-and-e-commerce/.

3.  2017 Global Online Consumer Report, “The Truth About Online Consumers,” KPMG (2017): 27, https://assets.kpmg.com/content/dam/kpmg/xx/pdf/2017/01/the-truth-about-online-consumers.pdf.

Chapter 15

1.  “Guide to Customer Centricity: Analytics and Advice for B2B Leaders,” Gallup (2016), http://news.gallup.com/reports/187877/b2b-report-2016.aspx.

2.  Carl R. Rogers and Richard E. Farson, “Active Listening,” in Communicating in Business Today, eds. R. G. Newman, M. A. Danzinger, and M. Cohen (D.C. Heath & Company, 1987).

Chapter 16

1.  Jeremy Goldman, “13 Insightful Quotes from Intel Visionary Andy Grove,” Inc.com, March 21, 2016, https://www.inc.com/jeremy-goldman/13-insightful-quotes-from-intel-visionary-andy-grove.html.

Chapter 17

1.  Andreas Hinterhuber and Todd C. Snelgrove, eds., Value First Then Price (London and New York: Routledge, 2017), 61.

Chapter 18

1.  Manta Press Release, “Money vs. Happiness,” Manta /Dell Survey, April 22, 2014, https://www.manta.com/resources/press/money-vs-happiness-manta-dell-study-reveals-unique-insights-into-small-business-ownership-and-the-life-of-an-entrepreneur/.

2.  W. Edwards Deming, from Out of Crisis (Cambridge/London: The MIT Press, 1982), http://quotes.deming.org/authors/W._Edwards_Deming/quote/4749.

3.  Fred Reichheld, “ Prescription for Cutting Costs,” Bain & Company, http://www.bain.com/Images/BB_Prescription_cutting_costs.pdf.

4.  Amy Adkins, “Biggest Driver of B2B Success: Meaningful Customer Impact, Business Journal, March 31, 2016, http://news.gallup.com/businessjournal/190400/biggest-driver-b2b-success-meaningful-customer-impact.aspx.

5.  Charles Atkins, Maria Valdivieso De Uster, Mitra Mahdavian, and Lareina Yee, “Unlocking the Power of Data in Sales,” McKinsey & Company, December 2016, https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/unlocking-the-power-of-data-in-sales.

6.  Julie T. Johnson, Hiram C. Barksdale Jr., and James S. Boles, “Factors Associated with Customer Willingness to Refer Leads to Salespeople,” Journal of Business Research 56 (2003): 257–263.

Chapter 19

1.  D. J. Dalrymple, W. L. Cron, and T. DeCarlo, Sales Management, 8th ed. (Hoboken: John Wiley & Sons, Inc., 2004), 124–125.

Chapter 20

1.  Dartnell Corp., “Benchmark Must-Have Selling Skills,” Chicago, December 1992.

Chapter 21

1.  The Brooks Group, “The 21 Biggest Myths in Sales,” https://brooksgroup.com/sales-resources/whitepapers/21-biggest-myths-sales-download.

Chapter 22

1.  Adrian F. Ward, “The Neuroscience of Everybody’s Favorite Topic,” Scientific American, July 16, 2013, https://www.scientificamerican.com/article/the-neuroscience-of-everybody-favorite-topic-themselves/#.

2.  Ken Dooley, “The No. 1 Reason Why Customers Stay or Leave,” Customer Experience Insight, June 10, 2013, http://www.customerexperienceinsight.com/the-no-1-reason-why-customers-stay-or-leave/.

3.  Carl R. Rogers and Richard E. Farson, “Active Listening,” in Communicating in Business Today, eds. R. G. Newman, M. A. Danzinger, and M. Cohen (D.C. Heath & Company, 1987).

Chapter 23

1.  National Archives, https://www.archives.gov/.

2.  Benjamin Bushong, Lindsay M. King, Colin F. Camerer, and Antonio Rangel, “Pavlovian Processes in Consumer Choice: The Physical Presence of Good Increases Willingness-to-Pay,” American Economic Review 100 (September 2010): 1–8, http://www.rnl.caltech.edu/publications/pdf/bushong2010.pdf.

Chapter 25

1.  Jeff Falk, “Why Do Consumers Pay More?,” Rice University News & Media, October 25, 2016, http://news.rice.edu/2016/10/25/why-do-consumers-pay-more-rice-research-finds-the-surprising-effect-of-consumer-local-identity/.

Chapter 27

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; Nicholas Toman, Brent Adamson, and Cristina Gomez, “The New Sales Imperative,” Harvard Business Review, March–April 2017, https://hbr.org/2017/03/the-new-sales-imperative.

2.  S. A. McLeod, “Asch Experiment,” Simply Psychology, 2008, www.simplypsychology.org/asch-conformity.html.

3.  Daniel Kahneman, Jack L. Knetsch, and Richard H. Thaler, “Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias,” Journal of Economic Perspectives 5, no. 1 (Winter 1991): 193–206.

4.  “LinkedIn’s Definitive Guide to Selling to Multiple Decision-Makers,” LinkedIn, accessed November 2017, https://business.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/pdfs/linkedins-definitive-guide-to-selling-to-multiple-decision-makers.pdf.

Chapter 28

1.  Every Man{{#}}8217;s Bible, New Living Translation (Carol Stream, IL: Tyndale House Publishers, Inc.), 1 Samuel 17:32–51.

2.  Mike Hockett, “ID’s 70th Annual Survey of Distributor Operations, Pt. 2,” May 18, 2017, https://www.inddist.com/article/2017/05/ids-70th-annual-survey-distributor-operations-pt-2.

3.  Jenel Stelton-Holtmeier, “Survey: AmazonSupply’s Impact on Distributors Low, but Curiosity High,” Modern Distribution Management, accessed November 8, 2017, https://www.mdm.com/blogs/1-management-strategy/post/30132-management-strategy-2013-04-19-survey-amazonsupplys-impact-on-distributors-low-but-curiosity-still-high.

4.  Edwin Lopez, “Report: 92% of Wholesale Distributors See Amazon as a Competitor,” Supply Chain Dive, July 19, 2017, https://www.supplychaindive.com/news/wholesale-distributor-amazon-competition-technology/447372/.

Chapter 29

1.  “Top Challenges Of The Inside Sales Industry 2017,” AA-ISP Research, May 17, 2017, https://aa-isp.org/development/693

2.  Perception 28 (1999): 1059–1074, http://www.chabris.com/Simons1999.pdf