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: 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.</p>