ENDNOTES

INTRODUCTION

1www.linkedin.com/in/kennymadden.

2CSO Insights, Miller Heiman Group, Sales Performance Optimization Study, 2015.

3The Bridge Group, Sales Development, Metrics and Compensation Report, 2016.

4Jack Canfield, The Key to Living the Law of Attraction. HCI, 2007.

5Anthony Parinello, Selling to VITO. Adams Media, 1999. www.vitoselling.com.

6Kyle Porter, CEO SalesLoft. www.salesloft.com.

7Charles H. Green, Trust-Based Selling. McGraw-Hill, 2006.

8Dr. Chester Karrass, In Business as in Life, You Don’t Get What You Deserve, You Get What You Negotiate. Stanford Street Press, 1996.

CHAPTER ONE

1Anthony Iannarino, www.thesalesblog.com.

2Jill Rowley, www.jillrowley.com.

3Jason Jordan and Michelle Vazzana, Cracking the Sales Management ...

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