Details e-Book HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
đ¸ Author(s): Harvard Business Review
đ¸ Title: HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
đ¸ Rating : 287 from 5 stars ( reviews)
đ¸ Format ebook: PDF, EPUB, Kindle, Audio, HTML and MOBI
đ¸ Supported Devices: Android, iOS, MacOS, PC and Amazon Kindle
Sales isnât about pushing products or being efficient; itâs about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. Weâve combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success. This book will inspire you to: Understand your customerâs buying center Integrate your sales and marketing operations Assess your business cycle and its impact on your sales force Transition away from solution sales Leverage the power of micromarkets Introduce tiebreaker selling and consensus selling Motivate your sales force properly This collection of articles includes âMajor Sales: Who Really Does the Buying,â by Thomas V. Bonoma; âEnding the War Between Sales and Marketing,â by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; âMatch Your Sales Force Structure to Your Business Life Cycle,â by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; âThe End of Solution Sales,â by Brent Adamson, Matthew Dixon, and Nicholas Toman; âSelling into Micromarkets,â by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; âDismantling the Sales Machine,â by Brent Adamson, Matthew Dixon, and Nicholas Toman; âTiebreaker Selling,â by James C. Anderson, James A. Narus, and Marc Wouters; âMaking the Consensus Sale,â by Karl Schmidt, Brent Adamson, and Anna Bird; âThe Right Way to Use Compensation,â by Mark Roberge; âHow to Really Motivate Salespeople,â by Doug J. Chung; and âGetting Beyond âShow Me the Money,ââ an interview with Andris Zoltners by Daniel McGinn.