Lời dẫn nhập
1. Wikipedia, “Brian Halligan”, Wikipedia, The Free Encyclopedia. https://en.wikipedia.org/w/index.php?title=Brian_Halligan&oldid=792282207 (truy cập vào ngày 11 tháng Tám năm 2017).
2. Brian Halligan, phỏng vấn bởi Brian Signorelli. Cambridge, MA, tháng Mười hai năm 2015.
Chương 1
1. The Digital Evolution in B2B Marketing, e-book, 1st ed. (Arlington, VA: CEB Marketing Leadership Council, 2012), https://www.cebglobal.com/content/dam/cebglobal/us/EN/best-practices-decision-support/marketing-communications/pdfs/CEB-Mktg-B2B-Digital-Evolution.pdf.
2. The Digital Evolution in B2B Marketing, e-book, 1st ed. (Arlington: CEB Marketing Leadership Council, 2012), https://www.cebglobal.com/content/dam/cebglobal/us/EN/best-practices-decision-support/marketing-communications/pdfs/CEB-Mktg-B2B-Digital-Evolution.pdf.
3. Gartner Customer 360 Summit 2011, e-book, 1st ed. (Boston: Gartner Research, 2011),https://www.gartner.com/imagesrv/summits/docs/na/customer-360/C360_2011_brochure_FINAL.pdf.
4. Matthew Dixon và Brent Adamson, The Challenger Sale: Taking Control of the Customer Conversation (New York: Penguin, 2011).
5. “The Rise of Social Salespeople,” Forbes, November 5, 2011, http://www.forbes.com/sites/markfidelman/2012/11/05/the-rise-of-social-salespeople/.
6. Gartner, Inc., “Gartner to Acquire CEB for $2.6 Billion in Cash and Stock,” Gartner Newsroom, January 5, 2017, http://www.gartner.com/newsroom/id/3561717.
7. Sampriti Ganguli, thư gửi đến tác giả, tháng Một năm 2010.
8. Brian Signorelli, thư gửi đến Sampriti Ganguli, tháng Một năm 2010.
Chương 2
1. Forrester, Inc., “One Million Sales Jobs Eliminated by 2020,” Forrester Media Center, April 13, 2015, https://www.forrester.com/One+Million+B2B+Sales+Jobs+Eliminated+By+2020/-/E-PRE7784.
2. “Latest Inside Sales Research Shows It’s All about the Leads,” Ken Krogue, Forbes Blog, November 11, 2012, http://www.forbes.com/sites/kenkrogue/2012/11/11/latest-inside-sales-research-shows-its-all-about-the-leads/.
3. Mark Roberge, The Sales Acceleration Formula (Hoboken, NJ: John Wiley & Sons, 2015).
4. Aaron Ross, Predictable Revenue (West Hollywood, CA: PebbleStorm, 2012).
5. David Austin, “10 Things Sales Managers Should Know about Performance,” Salesforce.com Blog, August 21, 2013, https://www.salesforce.com/blog/2013/08/sales-managers-performance.html.
6. Brian Halligan, “Inbound Isn’t Just for Marketing: Introducing HubSpot’s Inbound Sales Methodology & Certification,” HubSpot Marketing Blog, April 7, 2016, https://blog.hubspot.com/marketing/inbound-sales-methodology-and-certification.
7. HubSpot, Inc., “HubSpot Inbound Sales Methodology,” truy cập vào ngày 11 tháng Tám năm 2017, https://www.hubspot.com/sales/inbound-sales.
Chương 3
1. CEB Marketing & Communications, “Align Sales and Marketing around a Common View of the Customer,” CEB Blogs, June 28, 2010, https://www.cebglobal.com/blogs/align-sales-and-marketing-around-a-common-view-of-the-customer-2/.
2. 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.
3. HubSpot, Inc., How to Create Buyer Personas for Your Business (Boston: Hub Spot, Inc., 2017), https://offers.hubspot.com/persona-templates.
4. Robert Clay, “Why 8% of Sales People Get 80% of the Sales,” Marketing Donut Blog, November 2015, http://www.marketingdonut.co.uk/sales/sales-techniques-and-negotiations/why-8-of-sales-people-get-80-of-the-sales.
5. Mike Baker, “Should You Keep Calling That Prospect? A New Study Gives the Answer,” InsightSquared Blog, July 28, 2015, http://www.insightsquared.com/2015/07/should-you-keep-calling-that-prospect-a-new-study-gives-the-answer/.
6. Sean McFadden, “Basho Strategies Inc.: Practicing What They Preach,” Boston Business Journal Online, October 1, 2007, https://www.bizjournals.com/boston/stories/2007/10/01/smallb1.html.
7. “What Is the Best Time for Cold Calls?,” InsightSquared Blog, February, 2014, http://www.insightsquared.com/2014/02/what-is-the-best-time-for-cold-calls/.
Chương 4
1. Laurie Aquilante, “How to Prove the Value of Inbound to Your CFO” [Free kit], HubSpot Marketing Blog, March 10, 2015, http://blog.hubspot.com/marketing/inbound-marketing-cfo-prove-value.”
Chương 5
1. Connor Burt, “5 Things Salespeople Do That Annoy Prospects,” HubSpot Sales Blog, June 5, 2015, http://blog.hubspot.com/sales/things-salespeople-do-that-annoy-prospects.
Chương 6
1. 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. 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.”
Chương 7
1. Dave Kurlan, “Do What’s Not Comfortable,” The Kurlan & Associates Blog, January 25, 2015, http://www.kurlanassociates.com/monthly-tips/2015/do-whats-not-comfortable/.
2. Personal Profile Solutions, DiSC Profile, https://discprofile.com/, accessed August 11, 2017.
3. “How to Negotiate a Sales Deal,” Google Search, https://www.google.com/search?q=how+to+negotiate+a+sales+deal&oq, (truy cập vào ngày 11 tháng Tám năm 2017).
4. Joe Capiro, “The 5 Keys of B2B Sales Negotiation,” The InsightSquared Blog, July 11, 2014, http://www.insightsquared.com/2014/07/the-5-keys-of-b2b-sales-negotiation/.”
Chương 8
1. Jason Jordan and Michelle Vazzna, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance (New York: McGraw-Hill, 2012).
2. David Austin, “10 Things Sales Managers Should Know about Performance,” Salesforce.com Blog, August 21, 2013, https://www.salesforce.com/blog/2013/08/sales-managers-performance.html.
3. Ibid.
4. Ibid.
5. Ibid.
6. Ibid.
7. Ibid.
8. Abbie Waite, “The Secret to Bill Belichick’s Success,” The Lead to Win Blog—Intelligent.ly, November 24, 2014, http://blog.intelligent.ly/2014/11/secret-bill-belichicks-success/.
9. HubSpot, Inc., The State of Inbound 2016 (Boston: HubSpot, Inc., 2016).
10. Next Level Sales Consulting, “Motivating Good Sales People to Be Great,” Next Level Sales Consulting Blog, n.d., http://www.nextlevelsalesconsulting.com/sales-insights/sales-library/sales-articles/motivating-good-sales-people-to-be-great/.
11. Dave Kurlan, “7 New Ways to Motivate Salespeople through 20 Old Hurdles,” OMG Hub Sales Development Blog, September 8, 2014, http://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/108195/7-New-Ways-to-Motivate-Salespeople-Through-20-Old-Hurdles.aspx.
12. Dr. Tony Allesandra, “The Platinum Rule: Do Unto Others as They Want Done Unto Them,” The Platinum Rule Group, LLC, 2017. http://www.platinumrule.com/index.html.
13. Intelligently Management Training, 2017, https://www.intelligent.ly/about/.
14. Roberta Chutsky Matuson, Suddenly in Charge: Managing Up, Managing Down, Succeeding All Around (Boston: Nicholas Brealey, 2011).
15. Keith Rosen, Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives (Hoboken, NJ: John Wiley & Sons, 2008).
16. Ibid.
17. Michael Shinagel, “The Paradox of Leadership,” Harvard University Professional Development Blog, Harvard University, n.d. https://www.extension.harvard.edu/professional-development/blog/paradox-leadership.
Chương 9
1. Colbert King, “A Success Story in His Comfort Zone,” Washington Post, December 30, 2006, http://www.washingtonpost.com/wp-dyn/content/article/2006/12/29/AR2006122901067.html.
2. Next Level Sales Consulting, “Motivating Good Sales People to Be Great,” Next Level Sales Consulting Blog, n.d., http://www.nextlevelsalesconsulting.com/sales-insights/sales-library/sales-articles/motivating-good-sales-people-to-be-great/.
3. Dave Kurlan, “7 New Ways to Motivate Salespeople through 20 Old Hurdles,” OMG Hub Sales Development Blog, September 8, 2014, http://www.omghub.com/salesdevelopme ntblog/tabid/5809/bid/108195/7-New-Ways-to-Motivate-Salespeople-Through-20-Old-Hurdles.aspx.
4. Steve Jobs, nguồn không rõ.
5. Daniel Pink, Drive: The Surprising Truth about What Motivates Us (New York: Penguin, 2011), 108.
6. Phillipp Frank, Einstein: His Life and Times (Boston: De Capo Press, 2002), 185.
7. Karla Gutierrez, “Statistics on Corporate Training and What They Mean for Your Company’s Future,” Shift Learning Blog, January 28, 2016, http://info.shiftelearning.com/blog/statistics-on-corporate-training-and-what-they-mean-for-your-companys-future.
Chương 10
1. Hunter Madeley, được phỏng vấn bởi Brian Signorelli. Cambridge, MA, tháng Mười hai năm 2015.
2. Kipp Bodnar, được phỏng vấn bởi Brian Signorelli. Cambridge, MA, tháng Mười hai năm 2015.
3. Debbie Farese, được phỏng vấn bởi Brian Signorelli. Cambridge, MA, tháng Mười hai năm 2015.
4. David McNeil, được phỏng vấn bởi Brian Signorelli. Cambridge, MA, tháng Mười hai năm 2015.
Chương 11
1. Matthew King, “Why 95% of Salespeople Will Be Replaced by AI within 20 Years and Why Microsoft Will Beat Salesforce to It—Part 3 of 3 of the Changing Face of CRM,” LinkedIn Pulse, August 30, 2016, https://www.linkedin.com/pulse/why-95-salespeople-replaced-aiwithin-20-years-microsoft-matthew-king.
2. Andy Hoar, “Death of a (B2B) Salesman,” Forrester Blog, April 14, 2015, https://go.forrester.com/blogs/15-04-14-death_of_a_b2b_salesman/.
3. Marcus Sanford, “In-Person Video Rental Is Dying. What Should Family Video Do Next?” Business Clarity Blog via Medium, July 3, 2016, https://medium.com/business-clarity/whats-the-endgame-for-family-video-996ffc48d62e.
4. Aaron Orendorff, “B2B Ecommerce: How the Best in B2B Sales Succeed Online,” Shopify Blog, July 17, 2017, https://www.shopify.com/enterprise/b2b-ecommerce-how-the-best-inb2b-sales-succeed-online.
5. “What Does Living in a Bubble Actually Mean?”, Quora, April 13, 2016, https://www.quora.com/What-does-living-in-a-bubble-actually-mean