Hbr S 10 Must Reads On Sales
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Hbr S 10 Must Reads On Sales With Bonus Interview Of Andris Zoltners Hbr S 10 Must Reads
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Review Press
Release Date : 2017-05-02
Hbr S 10 Must Reads On Sales With Bonus Interview Of Andris Zoltners Hbr S 10 Must Reads written by Harvard Business Review and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-02 with Business & Economics categories.
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 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. 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.
Hbr S 10 Must Reads On Sales
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Author : Philip Kotler
language : en
Publisher: HBR's 10 Must Reads
Release Date : 2017
Hbr S 10 Must Reads On Sales written by Philip Kotler and has been published by HBR's 10 Must Reads this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017 with Sales management categories.
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.--
Hbr S 10 Must Reads On Sales With Bonus Interview Of Andris Zoltners Hbr S 10 Must Reads
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Author : Harvard Business Review
language : en
Publisher: HBR's 10 Must Reads
Release Date : 2017-05-23
Hbr S 10 Must Reads On Sales With Bonus Interview Of Andris Zoltners Hbr S 10 Must Reads written by Harvard Business Review and has been published by HBR's 10 Must Reads this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-23 with Business & Economics categories.
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 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. 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.
Hbr S 10 Must Reads For Sales And Marketing Collection 5 Books
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Author : Harvard Business Review
language : en
Publisher: HBR's 10 Must Reads
Release Date : 2020-05-26
Hbr S 10 Must Reads For Sales And Marketing Collection 5 Books written by Harvard Business Review and has been published by HBR's 10 Must Reads this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-05-26 with Business & Economics categories.
Stop pushing products. Start empowering your salespeople cultivating relationships with the right customers. In today's economy, companies are fighting tooth and nail for their customers' attention. Hyper-informed buyers with more options are making purchasing decisions faster than ever. How can you optimize your marketing operations and sales teams and so your offerings can get through and rise to the top? HBR's 10 Must Reads for Sales and Marketing Collection offers the ideas and strategies to help you get there. Included in this set are HBR's 10 Must Reads on Sales, HBR's 10 Must Reads on Strategic Marketing, HBR's 10 Must Reads on Communication, HBR's 10 Must Reads on Negotiation, and HBR's 10 Must Reads on Public Speaking and Presenting. This compilation offers insights from world-class experts on the topics including enhancing the joint performance of sales and marketing; motivating your sales force; getting a clear view of your brand's strengths and weaknesses; setting the stage for a successful negotiation; and communicating with clarity and impact. It includes fifty articles selected by HBR's editors from renowned thought leaders such as Andris Zoltners, Theodore Levitt, and Deborah Tannen, and features the indispensable article "How to Give a Killer Presentation" by Chris Anderson. It's time to establish, sustain, and extend your next groundbreaking sales and marketing initiative. HBR's 10 Must Reads for Sales and Marketing Collection will lead you there. HBR's 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR's 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever‐changing business environment.
Hbr S 10 Must Reads Boxed Set 6 Books Hbr S 10 Must Reads
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2011-08-15
Hbr S 10 Must Reads Boxed Set 6 Books Hbr S 10 Must Reads written by Harvard Business Review and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-08-15 with Business & Economics categories.
Timeless advice from the pages of Harvard Business Review You want the most important ideas on management all in one place. Now you can have them--in a set of HBR's 10 Must Reads. We've combed through hundreds of Harvard Business Review articles on strategy, change leadership, managing people, and managing yourself and selected the most important ones to help you maximize your performance. This six-title collection includes only the most critical articles from the world's top management experts, curated from Harvard Business Review's rich archives. We've done the work of selecting them so you won’t have to. These books are packed with enduring advice from the best minds in business such as: Michael Porter, Clayton Christensen, Peter Drucker, John Kotter, Daniel Goleman, Jim Collins, Ted Levitt, Gary Hamel, W. Chan Kim, Renee Mauborgne and much more. The HBR's 10 Must Reads Boxed Set includes: HBR's 10 Must Reads: The Essentials This book brings together the best thinking from management's most influential experts. Once you've read these definitive articles, you can delve into each core topic the series explores: managing yourself, managing people, leadership, strategy, and change management. HBR's 10 Must Reads on Managing Yourself The path to your professional success starts with a critical look in the mirror. Here's how to stay engaged throughout your 50-year work life, tap into your deepest values, solicit candid feedback, replenish your physical and mental energy, and rebound from tough times. This book includes the bonus article "How Will You Measure Your Life?" by Clayton M. Christensen. HBR's 10 Must Reads on Managing People Managing your employees is fraught with challenges, even if you're a seasoned pro. Boost their performance by tailoring your management styles to their temperaments, motivating with responsibility rather than money, and fostering trust through solicited input. This book includes the bonus article "Leadership That Gets Results," by Daniel Goleman. HBR's 10 Must Reads on Leadership Are you an extraordinary leader--or just a good manager? Learn how to motivate others to excel, build your team's confidence, set direction, encourage smart risk-taking, credit others for your success, and draw strength from adversity. This book includes the bonus article "What Makes an Effective Executive," by Peter F. Drucker. HBR's 10 Must Reads on Strategy Is your company spending too much time on strategy development, with too little to show for it? Discover what it takes to distinguish your company from rivals, clarify what it will (and won't) do, create blue oceans of uncontested market space, and make your priorities explicit so employees can realize your vision. This book includes the bonus article "What Is Strategy?" by Michael E. Porter. HBR's 10 Must Reads on Change Management Most companies' change initiatives fail--but yours can beat the odds. Learn how to overcome addiction to the status quo, establish a sense of urgency, mobilize commitment and resources, silence naysayers, minimize the pain of change, and motivate change even when business is good. This book includes the bonus article 'Leading Change," by John P. Kotter. About the HBR's 10 Must Reads Series: HBR's 10 Must Reads series is the definitive collection of ideas and best practices for aspiring and experienced leaders alike. These books offer essential reading selected from the pages of Harvard Business Review on topics critical to the success of every manager. Each book is packed with advice and inspiration from the best minds in business.
Hbr S 10 Must Reads On Change
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2011
Hbr S 10 Must Reads On Change written by Harvard Business Review and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Business & Economics categories.
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Hbr S 10 Must Reads On Managing Risk With Bonus Article Managing 21st Century Political Risk By Condoleezza Rice And Amy Zegart
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2020-05-26
Hbr S 10 Must Reads On Managing Risk With Bonus Article Managing 21st Century Political Risk By Condoleezza Rice And Amy Zegart written by Harvard Business Review and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-05-26 with Business & Economics categories.
Is your business playing it safe—or taking the right risks? If you read nothing else on managing risk, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help your company make smart decisions and thrive, even when the future is unclear. This book will inspire you to: Avoid the most common errors in risk management Understand the three distinct categories of risk and tailor your risk-management processes accordingly Embrace uncertainty as a key element of breakthrough innovation Adopt best practices for mitigating political threats Upgrade your organization's forecasting capabilities to gain a competitive edge Detect and neutralize cyberattacks originating inside your company This collection of articles includes "Managing Risks: A New Framework," by Robert S. Kaplan and Anette Mikes; "How to Build Risk into Your Business Model," by Karan Girotra and Serguei Netessine; "The Six Mistakes Executives Make in Risk Management," by Nassim N. Taleb, Daniel G. Goldstein, and Mark W. Spitznagel; "From Superstorms to Factory Fires: Managing Unpredictable Supply-Chain Disruptions," by David Simchi-Levi, William Schmidt, and Yehua Wei; "Is It Real? Can We Win? Is It Worth Doing?: Managing Risk and Reward in an Innovation Portfolio," by George S. Day; “Superforecasting: How to Upgrade Your Company's Judgment," by Paul J. H. Schoemaker and Philip E. Tetlock; "Managing 21st-Century Political Risk," by Condoleezza Rice and Amy Zegart; "How to Scandal-Proof Your Company," by Paul Healy and George Serafeim; "Beating the Odds When You Launch a New Venture," by Clark Gilbert and Matthew Eyring; "The Danger from Within," by David M. Upton and Sadie Creese; and "Future-Proof Your Climate Strategy," by Joseph E. Aldy and Gianfranco Gianfrate.
Hbr S 10 Must Reads On Leadership
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2011
Hbr S 10 Must Reads On Leadership written by Harvard Business Review and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Business & Economics categories.
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Hbr S 10 Must Reads On Strategic Marketing With Featured Article Marketing Myopia By Theodore Levitt
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Review Press
Release Date : 2013-04-02
Hbr S 10 Must Reads On Strategic Marketing With Featured Article Marketing Myopia By Theodore Levitt written by Harvard Business Review and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-04-02 with Business & Economics categories.
NEW from the bestselling HBR’s 10 Must Reads series. Stop pushing products—and start cultivating relationships with the right customers. If you read nothing else on marketing that delivers competitive advantage, read these 10 articles. We’ve combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you reinvent your marketing by putting it—and your customers—at the center of your business. Leading experts such as Ted Levitt and Clayton Christensen provide the insights and advice you need to: • Figure out what business you’re really in • Create products that perform the jobs people need to get done • Get a bird’s-eye view of your brand’s strengths and weaknesses • Tap a market that’s larger than China and India combined • Deliver superior value to your B2B customers • End the war between sales and marketing Looking for more Must Read articles from Harvard Business Review? Check out these titles in the popular series: HBR’s 10 Must Reads: The Essentials HBR’s 10 Must Reads on Communication HBR’s 10 Must Reads on Collaboration HBR’s 10 Must Reads on Innovation HBR’s 10 Must Reads on Leadership HBR’s 10 Must Reads on Making Smart Decisions HBR’s 10 Must Reads on Managing Yourself HBR’s 10 Must Reads on Teams
Hbr S 10 Must Reads On Managing In A Downturn With Bonus Article Reigniting Growth By Chris Zook And James Allen
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2019-08-20
Hbr S 10 Must Reads On Managing In A Downturn With Bonus Article Reigniting Growth By Chris Zook And James Allen written by Harvard Business Review and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-20 with Business & Economics categories.
How do the most resilient companies survive--and even thrive--during a slowdown? If you read nothing else on preparing for a tough economy and coming back stronger, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help your company persevere through economic challenges and continue to grow even as your competitors stumble. This book will inspire you to: Get your company ready before a downturn strikes Learn the right lessons from previous recessions Minimize pain while cutting costs and managing risk Foster a healthy organizational culture during anxious times Seize the opportunity to innovate and reinvent your business This collection of articles includes "Seize Advantage in a Downturn," by David Rhodes and Daniel Stelter; "How to Survive a Recession and Thrive Afterward: A Research Roundup," by Walter Frick; "How to Bounce Back from Adversity," by Joshua D. Margolis and Paul G. Stoltz; "Rohm and Haas's Former CEO on Pulling Off a Sweet Deal in a Down Market," by Raj Gupta; "Leadership in a (Permanent) Crisis," by Ronald Heifetz, Alexander, Grashow, and Marty Linsky; "How to Be a Good Boss in a Bad Economy," by Robert I. Sutton; "Layoffs That Don't Break Your Company," by Sandra J. Sucher and Shalene Gupta; "Getting Reorgs Right," by Stephen Heidari-Robinson and Suzanne Heywood; "Reigniting Growth," by Chris Zook and James Allen; "Reinvent Your Business Model Before It's Too Late," by Paul Nunes and Tim Breene; and "How to Protect Your Job in a Recession," by Janet Banks and Diane Coutu.