Notes

13. Michael Porter, Nicholas Argyres, and Anita M. McGahan, “An Interview with Michael Porter,” Academy of Management Executive, vol. 16, no. 2, p. 44.

Chapter 2

1. http://www.seattletimes.com/business/boeing-celebrates-787-delivery-as-programs-costs-top-32-billion/.

2. The Boeing Company 2014 annual report.

3. The Boeing Company, U.S. SEC Form 8-K, June 22, 2015.

Chapter 3

1. https://www.trainingindustry.com/sales-training/top-company-listings/2015/2015-top-20-sales-training-companies.aspx.

2. http://www.nytimes.com/2015/05/09/business/media/as-spotify-expands-revenue-rises-and-losses-deepen.html.

Chapter 4

1. Ian Davis et al., The McKinsey Approach to Problem Solving, McKinsey Staff Paper 727940, 2007.

2. “Compel with Content” is a trademark of Marylou Tyler. The “For whom . . . To do what . . . In order to . . . By what means . . .” approach is the intellectual property of Jeremey Donovan.

3. http://mailchimp.com/resources/research/e-mail-marketing-subject-line-comparison/.

4. http://returnpath.com/wp-content/uploads/2015/04/RP-Subject-Line-Report-FINAL.pdf.

5. http://blog.mailchimp.com/subject-line-data-choose-your-words-wisely/.

6. http://www.mailermailer.com/resources/metrics/2012/summary.rwp.

7. This is actually from another MailChimp resource: http://kb.mailchimp.com/campaigns/previews-and-tests/best-practices-for-email-subject-lines.

8. https://marketing.grader.com/.

Chapter 5

1. http://static.insidesales.com/assets/pdf/a-five-year-retrospective-the-original-lead-response-management-study.pdf and https://hbr.org/2011/03/the-short-life-of-online-sales-leads.

2. http://mailchimp.com/resources/research/email-marketing-benchmarks/.

3. Required win rate = <cost × (1 + ROI)> / <(lifetime value) × (number of leads)>.

4. Nielsen, “Global Trust in Advertising and Brand Messages,” September 2013, http://www.nielsen.com/content/dam/corporate/us/en/reports-downloads/2013%20Reports/Nielsen-Global-Trust-in-Advertising-Report-September-2013.pdf.

5. https://www.implisit.com/blog/b2b-sales-benchmarks/.

6. Daniel Kahneman, “Evaluation by Moments, Past and Future.” In Daniel Kahneman and Amos Tversky, Choices, Values, and Frames, Cambridge University Press, Cambridge, U.K., 2000, p. 693, ISBN 978-0521627498.

7. http://salesstaff.com/market-research-survey/.

8. http://static.insidesales.com/assets/pdf/ebook-the-art-of-cold-calling-and-the-science-of-contact-ratios.pdf.

9. The term pattern interrupt appears to have evolved from the oft-maligned field of neuro-linguistic programming (NLP). The first known use of the precise phrase in print was by Kerry L. Johnson in the 1988 book Mastering the Game: The Human Edge in Sales and Marketing. The phrase became highly popular soon after when it was adopted by Tony Robbins in a number of his books and seminars.

10. Kyle Porter, CEO of SalesLoft, in a private meeting at the Rainmaker 2016 conference.

Chapter 6

1. Netcraft September 2015 Web Server Study, http://news.netcraft.com/archives/2015/09/16/september-2015-web-server-survey.html.

2. Data.com, a Salesforce.com company, slides reprinted with permission. We removed certain slides (including but not limited to the company’s safe harbor statement) and reordered and recolored (to grayscale) the remaining slides.

3. We were not able to verify that IBM coined the term “budget, authority, need, and timing (BANT)” despite many references to that effect.

4. SPIN Selling was created by Neil Rackham, founder of the sales training and consulting firm Huthwaite International, and author of the bestselling book SPIN Selling.

Chapter 7

1. http://www.silverpop.com/Documents/Whitepapers/2015/E-mail-Marketing-Metrics-Benchmark-Study-2015-Silverpop.pdf.

2. Ibid.

3. http://blog.vorsightbp.com/effective-cold-calling-the-power-of-direct-lines.

Chapter 9

1. Trish Bertuzzi, Sales Development Rep (SDR) 2014 Metrics and Compensation, Bridge Group, Inc., Hudson, MA, 2014.

2. Anat Rafaeli, Ori Hadomi, and Tal Simons, “Recruiting Through Advertising or Employee Referrals: Costs, Yields, and the Effects of Geographic Focus,” European Journal of Work and Organizational Psychology, vol. 14, no. 4, 2005, pp. 355–366.

3. Michael G. Aamodt and Kimberly Carr, “The Relationship Between Recruitment Source and Employee Behavior,” Proceedings of the Annual Meeting of the International Personnel Management Association Assessment Council, 1988, Las Vegas, Nevada, p. 151.

4. Jim Dickie and Barry Trailer, “Sales Management Optimization Study,” CSO Insights, 2014.

5. Frank L. Schmidt and John E. Hunter, “The Validity and Utility of Selection Methods in Personnel Psychology: Practical and Theoretical Implications of 85 Years of Research Findings,” Psychological Bulletin, vol. 124, no. 2, 1998, pp. 262–274.

6. Murray R. Barrick, Michael K. Mount, and Judy P. Strauss, “Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting,” Journal of Applied Psychology, vol. 78, no. 5, 1993, p. 715.

7. Willem Verbeke, Bart Dietz, and Ernst Verwaal, “Drivers of Sales Performance: A Contemporary Meta-Analysis: Have Salespeople Become Knowledge Brokers?” Journal of the Academy of Marketing Science, vol. 39, no. 3, 2011, pp. 407–428.

8. http://www.agsalesworks.com/blog-sales-prospecting-perspectives/5-reasons-not-to-build-your-sales-development-team-one-rep-at-a-time.

9. Bertuzzi, Sales Development Rep (SDR) 2014 Metrics and Compensation.

10. Ibid.

11. Ibid.

12. Ibid.

13. Timothy A. Judge and Joyce E. Bono, “Relationship of Core Self-evaluations Traits—Self-esteem, Generalized Self-efficacy, Locus of Control, and Emotional Stability—with Job Satisfaction and Job Performance: A Meta-Analysis,” Journal of Applied Psychology, vol. 86, no. 1, 2001, p. 80.

Chapter 10

1. Eileen Wood et al., “Examining the Impact of Off-Task Multi-tasking with Technology on Real-Time Classroom Learning,” Computers & Education, vol. 58, no. 1, 2012, pp. 365–374.

2. Thorsten Hennig-Thurau et al., “Are All Smiles Created Equal? How Emotional Contagion and Emotional Labor Affect Service Relationships,” Journal of Marketing, vol. 70, no. 3, 2006, pp. 58–73.

3. M. H. Abel and M. Abel, “The Effects of a Sales Clerk’s Smile on Consumer Perceptions and Behaviors,” American Journal of Psychological Research, vol. 3, no. 1, 2007, pp. 17–28.

4. Rosemary P. Ramsey and Ravipreet S. Sohi, “Listening to Your Customers: The Impact of Perceived Salesperson Listening Behavior on Relationship Outcomes,” Journal of the Academy of Marketing Science, vol. 25, no. 2, 1997, pp. 127–137.

5. Shepherd, C. David, Stephen B. Castleberry, and Rick E. Ridnour, “Linking Effective Listening with Salesperson Performance: An Exploratory Investigation,” Journal of Business & Industrial Marketing, vol. 12, no. 5, 1997, pp. 315–322.

6. Jiing-Lih Farh, James D. Werbel, and Arthur G. Bedeian, “An Empirical Investigation of Self-Appraisal Based Performance Evaluation,” Academy of Management Proceedings, vol. 41, no. 1, 1988; G. Churchill et al., ”The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, May 1985, pp. 103–108; and Douglas N. Behrman and William D. Perreault, “Measuring the Performance of Industrial Salespersons,” Journal of Business Research, vol. 10, no. 3, 1982, pp. 355–370.

7. Jasmin Bergeron and Michel Laroche, “The Effects of Perceived Salesperson Listening Effectiveness in the Financial Industry,” Journal of Financial Services Marketing, vol. 14, no. 1, 2009, pp. 6–25.

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NOTES

Foreword

Chapter 1