{"product_id":"hbrs-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbrs-10-must-reads-1","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.\nIf 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.\nThis 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\nThis 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.\u003cbr\u003eASIN: 1633693279\u003cbr\u003eVSKU: BVV.1633693279.G\u003cbr\u003eCondition: Good\u003cbr\u003eAuthor\/Artist:Review, Harvard Business|Kotler, Philip|Zoltners, Andris|Goyal, Manish|Anderson, James C.\u003cbr\u003eBinding: Paperback\u003cbr\u003e\u003cb\u003eNote:\u003c\/b\u003e Any images shown are stock photographs and product may differ from what is shown.  \u003cbr\u003e\u003cb\u003eCondition Notes\u003c\/b\u003e: The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact  including the dust cover, if applicable . Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs, access code or other supplemental materials.  \u003cbr\u003e","brand":"Blue Vase Books","offers":[{"title":"Default Title","offer_id":43332161241149,"sku":"BVV.1633693279.G","price":5.89,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0589\/4225\/9261\/files\/1633693279-0_4633c1e7-1b7b-4e6d-8068-f21f54757d73.jpg?v=1783575800","url":"https:\/\/www.bluevasebooks.com\/products\/hbrs-10-must-reads-on-sales-with-bonus-interview-of-andris-zoltners-hbrs-10-must-reads-1","provider":"Blue Vase Books","version":"1.0","type":"link"}