Book description
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.
Table of contents
- Cover
- Title Page
- Copyright
- Contents
- Major Sales: Who Really Does the Buying?
- Ending the War Between Sales and Marketing
- Match Your Sales Force Structure to Your Business Life Cycle
- The End of Solution Sales
- Selling into Micromarkets
- Dismantling the Sales Machine
- Tiebreaker Selling
- Making the Consensus Sale
- The Right Way to Use Compensation
- How to Really Motivate Salespeople
- BONUS Getting Beyond “Show Me the Money”
- About the Contributors
- Index
Product information
- Title: HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
- Author(s):
- Release date: May 2017
- Publisher(s): Harvard Business Review Press
- ISBN: 9781633693289
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