{"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\u003eSales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.\u003c\/p\u003e \u003cp\u003eIf you read nothing else on sales, read these 10 articles. We've combed through hundreds of \u003cem\u003eHarvard Business Review\u003c\/em\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 \u003cli\u003eUnderstand your customer's buying center\u003c\/li\u003e \u003cli\u003eIntegrate your sales and marketing operations\u003c\/li\u003e \u003cli\u003eAssess your business cycle and its impact on your sales force\u003c\/li\u003e \u003cli\u003eTransition away from solution sales\u003c\/li\u003e \u003cli\u003eLeverage the power of micromarkets\u003c\/li\u003e \u003cli\u003eIntroduce tiebreaker selling and consensus selling\u003c\/li\u003e \u003cli\u003eMotivate your sales force properly\u003c\/li\u003e \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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Harvard Business Review Press\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 05\/23\/2017\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781633694538\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 192\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.85lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.50h x 5.50w x 0.56d","brand":"Harvard Business Review, Philip Kotler, Andris Zoltners","offers":[{"title":"Default Title","offer_id":36663601528988,"sku":"9781633694538","price":42.5,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_31af4661-6e5e-4a97-8751-33d2047934eb.jpg?v=1603904675","url":"https:\/\/pastforward.org\/products\/hbrs-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbrs-10-must-reads-9781633694538","provider":"Past Forward","version":"1.0","type":"link"}