Harvard Business Review & Philip Kotler 
HBR’s 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR’s 10 Must Reads) [EPUB 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 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 Mc Ginn.

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