HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Leadership, Management
Cover of the book HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson, Harvard Business Review Press
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson ISBN: 9781633693289
Publisher: Harvard Business Review Press Publication: May 2, 2017
Imprint: Harvard Business Review Press Language: English
Author: Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
ISBN: 9781633693289
Publisher: Harvard Business Review Press
Publication: May 2, 2017
Imprint: Harvard Business Review Press
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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:

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.

More books from Harvard Business Review Press

Cover of the book Passion and Purpose by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book High-Performance Teams: The Katzenbach-Smith Collection (2 Books) by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book The Knowledge-Creating Company by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book Ten Rules for Strategic Innovators by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book HBR Guide to Your Professional Growth by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book Pygmalion in Management by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book The $10 Trillion Prize by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book The Leaders We Need by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book Yes to the Mess by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book One Page Talent Management, with a New Introduction by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book Leadership Can Be Taught by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book The Virtual Manager Collection (3 Books) (HBR 20-Minute Manager Series) by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book Competing on Analytics: Updated, with a New Introduction by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book Total Engagement by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
Cover of the book The Devil's Derivatives by Harvard Business Review, Philip Kotler, Andris Zoltners, Manish Goyal, James C. Anderson
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy