Tervetuloa Kirjan lisäosioon

Lähdeluettettelo:

1 Gartner Report 2019: CSO Update: The New B2B Buying Journey

and Its Implication for Sales.

2 Demand Gen 2019: B2B Buyers Survey Report

3 Gartner 2019: Win More B2B Sales Deals

4 Salesforce 2019: State of the Connected Customer report 2019;

5 Edelman 2020: Trust Barometer 2020

6 Maestro: Osaatko ostajaa -tutkimusraportti

7 Miller Heiman 2019: All That Glitters Is Not Gold: 2019 World-Class

Sales Practices Study

8 Geoffrey Keating 2019: How to Use a Mix of Bots and Humans in

Sales

9 Google Duplex 2018: Google Duplex: An AI System for Accomplishing

Real-World Tasks Over the Phone

10 Gartner 2019: ”The Sense Making Seller – How high-performing b2b

sales reps use information to win deals”

11 Lori Wizdo 2015: ”B2B Buyer Journey Map Basics”, Forrester

12. Rain Group 2018: 5 SALES PROSPECTING MYTHS DEBUNKED 488

Buyers Sound Off About How Sellers Get Through and Win Their

Business Authored by Mike Schultz, Jason Murray, & Gord Smith

13 Rain Group 2018: Top Performances in Sales Prospecting Benchmark

Report 2018

14 Salesforce 2018: State of Sales

15 Gartner 2019: What Sales Should Know About B2B Buyers in 2019:

16 Kaski, T.A., Hautamaki, P., Pullins, E.B. & Kock, H. 2017: “Buyer versus

salesperson expectations for an initial B2B sales meeting”, Journal

of Business & Industrial Marketing, Vol. 32 No. 1,

17 Gartner 2019: ”The Sense Making Seller – How high-performing b2b

sales reps use information to win deals”

18 Forrester & Lori Wizdo 2015: ”B2B Buyer Journey Map Basics”

19 Demand Gen 2019: B2B Buyers Survey Report

20 Harvard Business Review 2018: ”How Customer Service Can Turn

Angry Customers into Loyal Ones”

21 Hubspot 2020: ”Make my Persona”

22 Jan Ropponen 2019: Sales Habits of Winners: Master the fundamentals

of B2B sales with easy to understand checklists

23 Gong.io 2018: ”Cold Calling Tips”

24 SalesHacker.com 2020: ”Sales Discovery Call”:

25 CEB/Gartner 2014–2018: ”More B2B Decision Makers Want In”

26 InsideSales.com ja Ohio State University 2016: Lead Response Management

2016:

27 LeanData 2017: The State of Lead Management Survey 2017

28. SuperOffice 2018: Customer Service Benchmark Report 2018

29 Pipedrive 2020: SPIN Selling: Summary and Guide for Sales Managers

30 Janne Ikola 2018: BANT-metodi liidien laadun tunnistamiseen

31 SalesHacker.com/Jacco Van der Kooij 2017: ”BANT and Beyond: Advanced

Sales Qualification for SDRs & AEs”:

32 Salesmeddic.com 2013: MEDDIC History – 300$ Million to 1$ Billion

in sales:

33 Matt Dixon & Brett Adamson 2011: The Challenger Sale, Taking

Control of the Customer Conversation, Portfolio Penguin.

34 Brent Adamson, Matthew Dixon, Pat Spenner & Nick Toman 2015:

The Challenger Customer: Selling to the Hidden Influencer Who Can

Multiply Your Results, Portfolio Penguin.

35 Seth Godin 1999: ”Permission Marketing: Turning Strangers into

Friends and Friends into Customers”. Simon & Schuster.

36 Paavo Laaksonen 2015:

37 Brian Halligan ja Dharmesh Shah 2009: Inbound Marketing: Get

Found Using Google, Social Media, and Blogs. John Wiley & Sons.

38 Hubspot - Wlywheel

39 HubSpot 2017: ”The Inbound Sales Methodology”: ja AdvanceB2B-blogikirjoitukset

inbound-myynnistä 2015–2019:

40 Hubspot 2020: ”The Comprehensive Guide to Account-Based Sales

for 2020”:

41 Sales Communications 2020: Mitä on Account Based Marketing?:

42 Donald Horton ja Richard Wohl 1956: ”Mass communication and

para-social interaction: Observations on intimacy at a distance”.

Psychiatry. 19 (3): 215–229.

43 S. Chung ja H. Cho 2017: ”Fostering Parasocial Relationships with

Celebrities on Social Media: Implications for Celebrity Endorsement”.

Psychology & Marketing. 34 (4): 481–495. N. Liebers ja H.

Schramm 2019: ”Parasocial Interactions and Relationships with

Media Characters-An Inventory of 60 Years of Research”. Communication

Research Trends. 38 (2): 4–31. University of Würzburg,

Germany.

44 Lan Jiang, Darren Dahl, Amitava Chattopadhyay & Jo Andrea Hoegg

2009: ”The Persuasive Role of Incidental Similarity on Attitudes and

Purchase Intentions in a Sales Context”, in NA – Advances in Consumer

Research Volume 36, eds. Ann L. McGill ja Sharon Shavitt,

Duluth, MN: Association for Consumer Research, s: 598–599.

45 Nigel Edelshein, Sales.2.0.

46 HubSpot: ”101 Sales Qualification Questions”:

47 Miller Heiman Group 2020: Selling in the Age of Ceaseless Change:

The 2018–2019 Sales Performance Report.

48 Prachi Juneja: ”Origin of CRM”, Management Study Guide: www.

managementstudyguide.com/origin-of-crm.htm, ManagementStudy

Guide.com

49 Biit 2018:

50 Hubspot 2016: State of Inbound Report 2016

51 Hubspot 2018: State of Inbound Report 2018

52 Rachel Quinn 2016: Optimize Sales Effectiveness with the Sales Velocity

Equation. Altify.

53 Mikko Honkanen 2016: ”B2B-myynnin matematiikka osat 1 ja 2”:

54. Alf Rehn 2018: Johtajuuden ristiriidat – Miksi johtaja aina epäonnistuu

ja miksei se ole ongelma. Docendo.

55. Harvard Business Review: The 7 Attributes of the Most Effective

Sales Leaders

56 Steve W. Martin 2014: Heavy Hitter IT Sales Strategy: Competitive

Insights from Interviews with 1000+ Key Information Technology

Decision Makers ja Google. TILIS Publishers.

57 Google 2018: Google Project Oxygen (2008–2018):

58 Loveland, James & Lounsbury, John & Park, Soo-hee & Jackson,

Donald. (2015). Are salespeople born or made? Biology, personality,

and the career satisfaction of salespeople. Journal of Business &

Industrial Marketing. 30. 233–240. 10.1108/JBIM-12-2012-0257.

59 Seth Godin 2006: Small Is the New Big: and 183 Other Riffs, Rants,

and Remarkable Business Ideas

60 Miller Heiman Group 2019: All That Glitters Is Not Gold: 2019 World-

Class Sales Practices Study.