HBR's 10 Must Reads on Sales: HBR's 10 Must Reads Series
- 5h 48m 44s
- Andris Zoltners, James C. Anderson, Manish Goyal, Philip Kotler
- Gildan Media
- 2020
Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.
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, and motivate your sales force properly.
In this Audiobook
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Major Sales: Who Really Does the Buying? by Thomas V. Bonoma
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Ending the War Between Sales and Marketing by Philip Kotler, Neil Rackham, and Suj Krishnaswamy
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Match Your Sales Force Structure to Your Business Life Cycle by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
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The End of Solution Sales by Brent Adamson, Matthew Dixon, and Nicholas Toman
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Selling into Micromarkets by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami
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Dismantling the Sales Machine by Brent Adamson, Matthew Dixon, and Nicholas Toman
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Tiebreaker Selling by James C. Anderson, James A. Narus, and Marc Wouters
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Making the Consensus Sale by Karl Schmidt, Brent Adamson, and Anna Bird
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The Right Way to Use Compensation by Mark Roberge
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How to Really Motivate Salespeople by Doug J. Chung
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Getting Beyond “Show Me the Money”: An Interview with Andris Zoltners by Daniel McGinn
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