{"product_id":"9781633694538","title":"HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)","description":"\u003cp\u003eSales isn’t about pushing products or being efficient; it’s about building the right systems to manage and empower your salespeople.\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\u003cp\u003e\u003c\/p\u003e","brand":"Harvard Business Review Press","offers":[{"title":"Default Title","offer_id":47056900456688,"sku":"9781633694538","price":50.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781633694538_p0.jpg?v=1772500181","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781633694538","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}