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

<p><b>Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.</b></p><p>If you read nothing else on sales read these 10 articles. We've combed through hundreds of <i>Harvard Business Review</i>; articles and selected the most important ones to help you understand how to create the conditions for sales success.</p><p>This book will inspire you to:</p><ul><li>Understand your customer's buying center</li><li>Integrate your sales and marketing operations</li><li>Assess your business cycle and its impact on your sales force</li><li>Transition away from solution sales</li><li>Leverage the power of micromarkets</li><li>Introduce tiebreaker selling and consensus selling</li><li>Motivate your sales force properly</li></ul><p>This collection of articles includes: &quot;Major Sales: Who Really Does the Buying&quot; by Thomas V. Bonoma; &quot;Ending the War Between Sales and Marketing&quot; by Philip Kotler Neil Rackham and Suj Krishnaswamy; &quot;Match Your Sales Force Structure to Your Business Life Cycle&quot; by Andris A. Zoltners Prabhakant Sinha and Sally E. Lorimer; &quot;The End of Solution Sales&quot; by Brent Adamson Matthew Dixon and Nicholas Toman; &quot;Selling into Micromarkets&quot; by Manish Goyal Maryanne Q. Hancock and Homayoun Hatami; &quot;Dismantling the Sales Machine&quot; by Brent Adamson Matthew Dixon and Nicholas Toman; &quot;Tiebreaker Selling&quot; by James C. Anderson James A. Narus and Marc Wouters; &quot;Making the Consensus Sale&quot; by Karl Schmidt Brent Adamson and Anna Bird; &quot;The Right Way to Use Compensation&quot; by Mark Roberge; &quot;How to Really Motivate Salespeople&quot; by Doug J. Chung; and &quot;Getting Beyond 'Show Me the Money'&quot; an interview with Andris Zoltners by Daniel McGinn.</p>