{"product_id":"hbrs-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbrs-10-must-reads-9781633694538","title":"HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)","description":"\u003cp\u003e\u003cb\u003eSales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eIf you read nothing else on sales, read these 10 articles. We've combed through hundreds of \u003ci\u003eHarvard Business Review\u003c\/i\u003e; articles and selected the most important ones to help you understand how to create the conditions for sales success.\u003c\/p\u003e\u003cp\u003eThis book will inspire you to:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eUnderstand your customer's buying center\u003c\/li\u003e\n\u003cli\u003eIntegrate your sales and marketing operations\u003c\/li\u003e\n\u003cli\u003eAssess your business cycle and its impact on your sales force\u003c\/li\u003e\n\u003cli\u003eTransition away from solution sales\u003c\/li\u003e\n\u003cli\u003eLeverage the power of micromarkets\u003c\/li\u003e\n\u003cli\u003eIntroduce tiebreaker selling and consensus selling\u003c\/li\u003e\n\u003cli\u003eMotivate your sales force properly\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eThis 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.\u003c\/p\u003e","brand":"Harvard Business Review","offers":[{"title":"Default Title","offer_id":48284131197179,"sku":"9781633694538","price":50.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0779\/3917\/9771\/files\/CoreSourceHub_2c1a5529-4878-44d5-bc1f-57357c4e5d6f.jpg?v=1778780804","url":"https:\/\/indiepubs.com\/products\/hbrs-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbrs-10-must-reads-9781633694538","provider":"IndiePubs","version":"1.0","type":"link"}