Overview
Sales isnĀt about pushing products or being efficient; itĀs about building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. WeĀve 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 customerĀs 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 ĀMajor Sales: Who Really Does the Buying,Ā by Thomas V. Bonoma; ĀEnding the War Between Sales and Marketing,Ā by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; ĀMatch Your Sales Force Structure to Your Business Life Cycle,Ā by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; ĀThe End of Solution Sales,Ā by Brent Adamson, Matthew Dixon, and Nicholas Toman; ĀSelling into Micromarkets,Ā by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; ĀDismantling the Sales Machine,Ā by Brent Adamson, Matthew Dixon, and Nicholas Toman; ĀTiebreaker Selling,Ā by James C. Anderson, James A. Narus, and Marc Wouters; ĀMaking the Consensus Sale,Ā by Karl Schmidt, Brent Adamson, and Anna Bird; ĀThe Right Way to Use Compensation,Ā by Mark Roberge; ĀHow to Really Motivate Salespeople,Ā by Doug J. Chung; and ĀGetting Beyond ĀShow Me the Money,ĀĀ an interview with Andris Zoltners by Daniel McGinn.
This book title, HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) - 9781633693272, ISBN: 9781633693272, by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson, published by Harvard Business Review Press (May 23, 2017) is available in paperback. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.
Unlike Amazon and other retailers who may also offer HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) - 9781633693272 books on their website, we specialize in large quantities and provide personal service, from trusted, experienced, friendly people in Portland, Oregon. We offer a Price Match Guarantee, and QuickQuote form, to make purchasing quick and easy.
Prefer to work with a human being when you order HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) - 9781633693272 books in bulk? Our Book Specialists are standing by Monday-Friday 8-5 PST, ready to help!