Sold!
Link Reference
Welcome to the link reference section. Below are all the links referenced in Sold! in order of their appearance.
CHAPTER 1
- HBR: Heartless Bosses, 2005
- Forbes: The Path to Becoming a Fortune 500 CEO, 2011
- You Tube: The New North, Wilson Jones Ed Talk
- Hale and Waterous FTC 1996 Investigation and Ruling
- HBR Article: April 2016 More Universities Need to Teach Sales
- Canadian Professional Sales Organization: CPSA’s Top 50 Sales Quotes to Inspire your sales team
CHAPTER 2
- Huffpost: The Top 10 Emotionally-Intelligent Fortune 500 CEOs, 2011
- Wikipedia link: emotions
- Wikipedia link: emotional intelligence
- Wikipedia link: Daniel Goleman
- UIC: Remembering Jim Liautaud
- Jim Fannin: 90 Second Rule
- Craig Wortmann: Impact Questions worth asking every prospect
- HBR: Leadership Lessons from Great Family Businesses, April 2015
- Kellogg Insight: Family Business Leaders Should Nurture Their “Social–Emotional Intelligence” Brooke Vuckovic
- Robinson Resource Group: Relatively Speaking: 5 Family Business Strategies that All Companies Can Leverage
- Ted Talk – Nancy Etcoff – Happiness and its surprises
- Emotional Intelligence 2.0
- Harvard Business Review article, “What Makes a Leader”, 2004
- Liautaud Institute – Emotional Intelligence
- Maetrix Emotional Intelligence Test
- HBR: Free Assessment: How Mindful are you? March 2017
- Online Personality Tests. Org: The Meyers and Briggs Personality Test
- 60 Minutes: Artificial Emotional Intelligence in Robots
- Trust and Get Extraordinary Results
CHAPTER 3
- HBR: How the Most Emotionally Intelligent CEOs Handle Their Power, December 2016
- McKinsey: The Halo Effect and similar Management Illusions, 2007
- HBR: Time Management – Who’s got the Monkey? 1999
- Overcoming the Growth Plateau, University of Chicago 2006
- Register for Inside Darley
- Lifehack: The Sunk Cost Fallacy makes you Act Stupid, July 2017
- Northwestern University Sleep Study: 2012
- YouTube: Admiral William H. McRaven, University of Texas Commencement
CHAPTER 4
- Forbes Insights: Paul Darley and Rich Karlgaard, 2013
- Family Business Magazine Planning a Smooth Succession Bill Darley
- New York Times, Family Businesses Learn to Adapt to Keep Thriving – Darley
- SMEToolkit.org: The Cousin Consortium
- Wikipedia Link: cohort
- Wikipedia Link: Millenials
- Wikipedia Link: Generation X
- Business Canvas Model developed by Osterwalder in 2010
CHAPTER 5
CHAPTER 6
- TED Talk: Amy Cuddy – Your body language shares who you are
- Psychology Today: 7 Building Blocks for a Great Relationship, Abigail Brenner
- Boston Globe: Tom Brady, Julian Edelman open up on Patriots’ sense of accountability at Tony Robbins event, June 2017
- McKinsey: The “Moment of Truth” in Customer Service 2006
- You Tube: Simon Sinek –This is Exactly What’s Wrong with This Generation
- The Sound: The generation after Millennials are NOT like Millennials: We call them Generation Edge. Millennials vs Gen Edge, 2014
- HBR Video: The Explainer: Michael Porters Five Forces Analysis
- Trade Show Buddy: The Do’s and Don’ts or Trade Show Exhibiting
- Business Jargon: Channel Conflict Management
- Forbes Magazine March 2015: How Steve Jobs made Presentations Look Effortless
- The Week: Upper-hand President the Most Powerful Handshake in the World
- Video: President Trump’s handshake with Macron
- Forbes Magazine: How to remember names
- Darley Times Newsletter: Fall/Winter 2016
- Business Insider: Email Etiquette Every Professional Needs to Know. Jan. 2016
- Science of People: How to give an Awesome Toast
CHAPTER 7
- Succeed at Selling: Follow up effectively or fail big time
- Talent Smart: Travis Bradberry 13 Habits of Exceptionally Likeable People
- Talent Smart: Travis Bradberry Unmistakable Habits of Unlikeable People
- YouTube: Tommy Boy – Why I suck at sales
- Emily Post Institute: 10 Tips on Business Etiquette
- How Not to Be a Dick: An Everyday Etiquette Guide, Meghan Doherty
- “Proper Grammar Tips.”
- You Tube: Did you expense the lap dance
- Resourceful Manager: 10 Absolute Give-aways that Someone is Lying to you, 2014
- K7 Promotions
- Positive Intelligence: Measuring your Positivity Quotient
- Science Alert: World’s Happiest Index: 2016
- You Tube: Happiness Advantage: The Seven Principles
CHAPTER 8
- HBR: Creating Value Propositions in Business Markets, 2006
- Link to review of Red Platoon by Clinton Romesha
- Help Scout: 75 Customers Service Facts, Quotes and Statistics
- CBS Money Watch: 10 Rules for Writing a Winning Proposal, 2009
- Westside Toast Masters – The Rules of Persuasion
- Grit: The Power of Passion and Perseverance
CHAPTER 9
- Accounting Tools: Contribution Margin Investopedia: Break-Even Analysis
- Pepperdine Report: Capital Markets Report, Company Valuations, 2015
- Butler Consultants: Typical gross margins by industry
- You Tube: Steve Martin – Jerk – It’s a profit deal
- HBR: A Refresher on Price Elasticity, August 2015
- HBR – How to Stop Customers from Fixating on Price
- Video: Kellogg Northwestern Negotiation Tactics 101 – Leigh Thompson
- HBR – Spend a-Day in the Life of your Customers, 1994
- Forbes Magazine: 7 Steps for Dealing with Angry Customers. August 2013
CHAPTER 10
CHAPTER 11
- McKinsey: CEO Transitions. The Science of Success
- HBR: 7 Surprises for New CEOs 2004
- HBR: What sets successful CEOs Apart, June 2017
- Larry Bossidy & Ram Charan: Best Quotes from
- You Tube: Captain David Marquee, 2013
- Talent Smart: 10 Things Great Bosses Do Every Day
- Ted Talk: Simon Sinek, Why Good Leaders Eat Last and Make You Safe
- HBR: What your Boss Expects from You and What You Should Expect in Return
- Lumen Learning: Reading-Strategic Opportunity Matrix
- Facebook: Amy Gallo—Should you be friends with your boss or direct reports?
- Funeral Etiquette Guide: Funeralwise.com
- Business Insider: CEO writes 7400 employee birthday cards each year; June 2017
- Northern Trust: Insights for Business Owners, Succession Planning – Paul Darley
- Value Drivers: Leading with Courage Academy, How He’s Building His Family’s 109- Year-Old Business Paul Darley – Part I, June, 2017
- Value Drivers: Leading with Courage Academy: How to fight fires: Family Friction, Generation Gaps, and Communicating Bad News – Part II of our conversation withPaul Darley; June 2017
- YouTube Video: The Drive – Joe Montana talks about John Candy in the Huddle
- Mayo Clinic: 12 habits of highly healthy people
- The Velvet Jimis—Just a lil bit
CHAPTER 12
- Soldbypauldarley.com: Consultant Endorsement
- Darley.com: Board of Directors
- Forbes Magazine: Outside Board Members Bring Needed Experience and Perspective
- True Mentors Information and Videos
- Charlie Kirk: Turning Point USA
- Forbes Magazine: Reverse Mentoring – What it is and why it is important
- A New Day Cambodia
- Special Operations Warrior Foundation