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

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 centerIntegrate your sales and marketing operationsAssess your business cycle and its impact on your sales forceTransition away from solution salesLeverage the power of micromarketsIntroduce tiebreaker selling and consensus sellingMotivate your sales force properlyThis 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.