Kotler, Philip HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) (1633694534)

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.