{"product_id":"hbrs-10-must-reads-on-harvard-business-review-9781633693272","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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Harvard Business Review, Philip Kotler, Andris Zoltners\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1633693279\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781633693272\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Harvard Business Review Press\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 05\/23\/2017\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 192\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.45lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.20h x 5.40w x 0.60d","brand":"Harvard Business Review","offers":[{"title":"Paperback","offer_id":44050463031551,"sku":"9781633693272","price":24.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_38221a14-5cba-43b3-90cd-a58be781a0cf.jpg?v=1685007368","url":"https:\/\/www.whiterainbookhouse.com\/products\/hbrs-10-must-reads-on-harvard-business-review-9781633693272","provider":"WR Book House","version":"1.0","type":"link"}