Author Description

<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>