{"product_id":"business-harvard-review-hbr-s-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbr-s-10-must-reads-9781633693272","title":"Hbr's 10 Must Reads on Sales (with Bonus Interview of Andris Zoltners) (Hbr's 10 Must Reads)","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.","brand":"Harvard Business Review Press","offers":[{"title":"Used - very good","offer_id":53411994927446,"sku":"9781633693272-V","price":10.69,"currency_code":"EUR","in_stock":false},{"title":"Used - good","offer_id":53553872929110,"sku":"9781633693272-G","price":11.49,"currency_code":"EUR","in_stock":true}],"url":"https:\/\/www.momoxbooks.com\/products\/business-harvard-review-hbr-s-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbr-s-10-must-reads-9781633693272","provider":"momoxbooks","version":"1.0","type":"link"}