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HBR's 10 Must Reads for Sales and Marketing Collection (5 Books)

Author Harvard Business Review
Release Date: 2020/05/01
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Book Description

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.

Table of Contents

  1. Contents
  2. HBR’s 10 Must Reads on Sales
    1. Title Page
    2. Copyright
    3. Contents
    4. Major Sales: Who Really Does the Buying?
    5. Ending the War Between Sales and Marketing
    6. Match Your Sales Force Structure to Your Business Life Cycle
    7. The End of Solution Sales
    8. Selling into Micromarkets
    9. Dismantling the Sales Machine
    10. Tiebreaker Selling
    11. Making the Consensus Sale
    12. The Right Way to Use Compensation
    13. How to Really Motivate Salespeople
    14. BONUS Getting Beyond “Show Me the Money”
    15. About the Contributors
    16. Index
  3. HBR’s 10 Must Reads on Strategic Marketing
    1. Title Page
    2. Copyright
    3. Contents
    4. Rethinking Marketing
    5. Branding in the Digital Age
    6. Marketing Myopia
    7. Marketing Malpractice
    8. The Brand Report Card
    9. The Female Economy
    10. Customer Value Propositions in Business Markets
    11. Getting Brand Communities Right
    12. The One Number You Need to Grow
    13. Ending the War Between Sales and Marketing
    14. About the Contributors
    15. Index
    16. Back Cover
  4. HBR’s 10 Must Reads on Negotiation
    1. Title Page
    2. Copyright
    3. Contents
    4. Six Habits of Merely Effective Negotiators
    5. Control the Negotiation Before It Begins
    6. Emotion and the Art of Negotiation
    7. Breakthrough Bargaining
    8. 15 Rules for Negotiating a Job Offer
    9. Getting to Sí, Ja, Oui, Hai, and Da
    10. Negotiating Without a Net: A Conversation with the NYPD’s Dominick J. Misino
    11. Deal Making 2.0: A Guide to Complex Negotiations
    12. How to Make the Other Side Play Fair
    13. Getting Past Yes: Negotiating as If Implementation Mattered
    14. When to Walk Away from a Deal
    15. About the Contributors
    16. Index
  5. HBR’s 10 Must Reads on Public Speaking and Presenting
    1. Title Page
    2. Copyright
    3. Contents
    4. How to Give a Killer Presentation
    5. How to Become an Authentic Speaker
    6. Storytelling That Moves People: A Conversation with Screenwriting Coach Robert McKee
    7. Connect, Then Lead
    8. The Necessary Art of Persuasion
    9. The Science of Pep Talks
    10. Get the Boss to Buy In
    11. The Organizational Apology
    12. What’s Your Story?
    13. Visualizations That Really Work
    14. Bonus Article from HBR Guide to Persuasive Presentations: Structure Your Presentation Like a Story
    15. About the Contributors
    16. Index
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