HBR's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (HBR's 10 Must Reads)

HBR's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (HBR's 10 Must Reads)
Author :
Publisher : HBR's 10 Must Reads
Total Pages : 192
Release :
ISBN-10 : 1633694534
ISBN-13 : 9781633694538
Rating : 4/5 (538 Downloads)

Book Synopsis HBR's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (HBR's 10 Must Reads) by : Harvard Business Review

Download or read book HBR's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (HBR's 10 Must Reads) written by Harvard Business Review and published by HBR's 10 Must Reads. This book was released on 2017-05-23 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. We've 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 customer's 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 "Major Sales: Who Really Does the Buying," by Thomas V. Bonoma; "Ending the War Between Sales and Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "Match Your Sales Force Structure to Your Business Life Cycle," by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The End of Solution Sales," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Selling into Micromarkets," by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Tiebreaker Selling," by James C. Anderson, James A. Narus, and Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent Adamson, and Anna Bird; "The Right Way to Use Compensation," by Mark Roberge; "How to Really Motivate Salespeople," by Doug J. Chung; and "Getting Beyond 'Show Me the Money, '" an interview with Andris Zoltners by Daniel McGinn.


HBR's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (HBR's 10 Must Reads) Related Books

HBR's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (HBR's 10 Must Reads)
Language: en
Pages: 192
Authors: Harvard Business Review
Categories: Business & Economics
Type: BOOK - Published: 2017-05-23 - Publisher: HBR's 10 Must Reads

DOWNLOAD EBOOK

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on
HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
Language: en
Pages: 190
Authors: Harvard Business Review
Categories: Business & Economics
Type: BOOK - Published: 2017-05-02 - Publisher: Harvard Business Review Press

DOWNLOAD EBOOK

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on
HBR's 10 Must Reads on Strategic Marketing (with featured article ÒMarketing Myopia,Ó by Theodore Levitt)
Language: en
Pages: 217
Authors: Harvard Business Review
Categories: Business & Economics
Type: BOOK - Published: 2013-04-02 - Publisher: Harvard Business Review Press

DOWNLOAD EBOOK

NEW from the bestselling HBR’s 10 Must Reads series. Stop pushing products—and start cultivating relationships with the right customers. If you read nothing
HBR's 10 Must Reads for Sales and Marketing Collection (5 Books)
Language: en
Pages: 656
Authors: Harvard Business Review
Categories: Business & Economics
Type: BOOK - Published: 2020-05-26 - Publisher: Harvard Business Press

DOWNLOAD EBOOK

Stop pushing products. Start empowering your salespeople cultivating relationships with the right customers. In today's economy, companies are fighting tooth an
Sales Management That Works
Language: en
Pages: 262
Authors: Frank V. Cespedes
Categories: Business & Economics
Type: BOOK - Published: 2021-02-23 - Publisher: Harvard Business Press

DOWNLOAD EBOOK

Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based gu