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by Harvard Business Review
How to Sell More: Tools and Techniques from Harvard Business Review
Cover
Title Page
Table of Contents
Copyright
Introduction
The Most Important Predictor of Sales Success
To Build a Great Sales Team, You Need a Great Manager
The (New) Skills You Need to Succeed in Sales
Understanding Five Types of Sales Coaches
The Game Buyers Play with Vendors
The Best Sales Leaders Are Trend Hunters
Turn a C-Level Customer into Your Most Valuable Reference
Sell More with Smarter Trade Promotions
The Best Sales Reps Avoid “Talkers”
Entrepreneurs’ Biggest Sales Mistakes
What’s Wrong with Your Sales Training Program
How to Succeed at Key Account Management
The Science of Building a Scalable Sales Team
How to Turn a Relationship into a Sale
Stimulate Your Customer’s Lizard Brain to Make a Sale
Sales Reps Should Avoid Customers Who Are Ready to Buy
Think Twice before Promoting Your Best Salesperson
To Sell More, Focus on Existing Customers
Is It Heresy to Make Salespeople Pay Their Expenses?
Use Pricing Strategy to Boost Sales
Make the Most of Your Sales Call
Strategies for Answering Your Customers’ Toughest Questions
Four Secrets to Selling More
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Copyright
Table of Contents
Introduction
The Most Important Predictor of Sales Success
To Build a Great Sales Team, You Need a Great Manager
The (New) Skills You Need to Succeed in Sales
Understanding Five Types of Sales Coaches
The Game Buyers Play with Vendors
The Best Sales Leaders Are Trend Hunters
Turn a C-Level Customer into Your Most Valuable Reference
Sell More with Smarter Trade Promotions
The Best Sales Reps Avoid “Talkers”
Entrepreneurs’ Biggest Sales Mistakes
What’s Wrong with Your Sales Training Program
How to Succeed at Key Account Management
The Science of Building a Scalable Sales Team
How to Turn a Relationship into a Sale
Stimulate Your Customer’s Lizard Brain to Make a Sale
Sales Reps Should Avoid Customers Who Are Ready to Buy
Think Twice before Promoting Your Best Salesperson
To Sell More, Focus on Existing Customers
Is It Heresy to Make Salespeople Pay Their Expenses?
Use Pricing Strategy to Boost Sales
Make the Most of Your Sales Call
Strategies for Answering Your Customers’ Toughest Questions
Four Secrets to Selling More
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