Sales isn\'t about pushing products or being efficient; it\'s about building the right systems to manage and empower your salespeople.
Chung; and Getting Beyond \'Show Me the Money, \' an Interview with Andris Zoltners by Daniel McGinn..
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.
Anderson, James A.
Hancock, and Homayoun Hatami
Dismantling the Sales Machine, by Brent Adamson, Matthew Dixon, and Nicholas Toman
Tiebreaker Selling, by James C.
Lorimer
The End of Solution Sales, by Brent Adamson, Matthew Dixon, and Nicholas Toman
Selling into Micromarkets, by Manish Goyal, Maryanne Q.
Zoltners, Prabhakant Sinha, and Sally E.
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.
This 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 This collection of articles includes Major Sales: Who Really Does the Buying, by Thomas V.
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.
If you read nothing else on sales, read these 10 articles.
Sales isn\'t about pushing products or being efficient; it\'s about building the right systems to manage and empower your salespeople
