HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

Author: Harvard Business Review

Publisher: Harvard Business Review Press

ISBN: 9781633693289

Category: Business & Economics

Page: 192

View: 752

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.

Acing The Sales Interview

Acing The Sales Interview

Author: Gregory Novarro

Publisher: Independently Published

ISBN: 9798537677161

Category:

Page: 142

View: 474

The third edition of the Amazon best selling "Acing the Sales Interview" which launched in 2018. This is the premiere step by step guide on how to land a six figure sales job in today's super competitive pharmaceutical & medical device sales market. Written by a 25 year pharmaceutical and medical device sales leader, this guide gives you the practical guidance needed to be the top candidate for any sales job. The book was written primarily for people who have been laid off from a sales position but can be used by anyone to give them an advantage. This book helps with writing a great resume, setting up an all-star LinkedIn profile, how to use a LinkedIn strategy, phone screen advice, face to face interviews, what to do beyond the offer, updated with how Covid changed the industry, how to answer "sell me this pen" and resources no one else offers. It has also been updated now for the third time since it's #1 new release launch in 2018. Did you know that 85% of people hired at a company are from internal referrals? This book helps you become an internal referral even if you do not know anyone at the company. Gregory Novarro gives his expert advice that he gives all of his clients when he speaks to them one on one. Screen shots help you navigate hidden LinkedIn tricks that allow recruiters to find you over other qualified candidates. This new edition is now updated with all of LinkedIn's new features added since Covid. Greg is also an expert on hiring since he has led national sales teams and knows what he looks for in top sales candidates. Through this inside information Greg gives you a step by step guide on how to conquer the STAR format of behavioral questions. There is a template you can use to prepare for these questions which will give you the confidence to ace the interview. This book gives you more advanced questions to ask during interviews that will set you apart from all other candidates. Greg helps you to identify your WHY and HOW which most sales people DO NOT DO well during the interview process. Greg's advice has helped thousands of people gain top paying sales positions and his expert advice is now available in an affordable paperback and downloadable guide. This guide is like having the answers to a final exam. You get the inside tips needed to be prepared for any sales interview situation. Many that have purchased the first and second editions of this book claim this has been their interviewing "Bible." If you are in pharmaceutical, medical devices, capital equipment, durable goods, diagnostic, IT, or really any sales position and want to ace your next interview then you need this book. Your competition may already have it.

Acing the Sales Interview

Acing the Sales Interview

Author: Gregory Novarro

Publisher: Independently Published

ISBN: 1980497745

Category: Business & Economics

Page: 116

View: 489

The premiere step by step guide on how to land a six figure sales job in today's super competitive market. Written by a 20 year pharmaceutical and medical device sales leader, this guide gives you the practical guidance needed to be the top candidate for any sales job. The book was written primarily for people who have been laid off from a sales position but can be used by anyone to give them advantage. This book helps with writing a great resume, setting up an all-star LinkedIn profile, how to use a LinkedIn strategy, phone screen advice, and face to face interviews. Did you know that 85% of people hired at a company are from internal referrals? This book helps you become an internal referral even if you do not know anyone at the company. Greg Novarro gives his expert advice that he gives all of his clients when he speaks to them one on one. Screen shots help you navigate hidden LinkedIn tricks that allow recruiters to find you over other qualified candidates. Greg is also an expert on hiring since he has led national sales teams and knows what he looks for in top sales candidates. Through this inside information Greg gives you a step by step guide on how to conquer the STAR format of behavioral questions. There is a template you can use to prepare for these questions which will give you the confidence to ace the interview. This book gives you more advanced questions to ask during interviews that will set you apart from all other candidates. Greg helps you to identify your WHY and HOW which most sales people DO NOT DO well during the interview process. Greg's advice has helped hundreds of people gain top paying sales positions and his expert advice is now available in an affordable downloadable guide. This guide is like having the answers to a final exam. You get the inside tips needed to be prepared for any sales interview situation. If you are in pharmaceutical, medical devices, capital equipment, durable goods, diagnostic, IT, or really any sales position and want to ace your next interview then you need this book. Your competition may already have it.

Effective Selling and Sales Management

Effective Selling and Sales Management

Author: Gini Graham Scott

Publisher: iUniverse

ISBN: 9780595464869

Category: Business & Economics

Page: 168

View: 613

EFFECTIVE SELLING AND SALES MANAGMENT is designed for anyone with a product or service to sell, from entrepreneurs and small business people to managers of corporate sales groups. The first chapters feature effective sales techniques; then the book deals with how to recruit salespeople and build a powerful sales team. The chapters cover these topics: -Creating sales materials -Getting started -Selling techniques -Finding Leads -Using the telephone effectively -Effective presentations -Recruiting others to sell for you -Recruiting a sales manager -Recruiting your own sales team -Interviewing sales people -Orienting new sales people -Organizing new sales people -Setting up a training program -Coordinating sales activities -Keeping your sales group motivated -Providing extra assistance and support -Training sales people to train others

Sales Professional's Guide To Acing Sales Job Interview

Sales Professional's Guide To Acing Sales Job Interview

Author: Dorethea Boulden

Publisher: Independently Published

ISBN: 9798507911936

Category:

Page: 74

View: 669

Interviewing for a sales position is a real-time demonstration of your ability to determine the customer's needs and how you can fulfill those needs. In this case, however, the prospective employer is your customer and the customer's needs include a team player with the qualifications and ability to move the company's product or service. The interview is your opportunity to sell the company on your talent, your most valuable commodity for becoming a successful salesperson. This book can help both those out of work or those seeking to break into the industry. For one year the author researched what 50 President's Club winning managers from the industry told him were their hot buttons. He interviewed and surveyed top managers to figure out the top 10 STAR questions asked and then why these were the most important? Gregory then went even deeper in his research discovering thirty more questions that every sales representative and manager should anticipate during a healthcare sales interview. He also included real-life do's and don't during interviews. He concludes by adding a section on discussing salary and explaining gaps in employment. He is a pioneer in the pharmaceutical and medical device industry interviewing and networking. In his spare time, he also coaches candidates one on one to help them improve their interviewing skills.

Out of Uniform

Out of Uniform

Author: Tom Wolfe

Publisher: Potomac Books, Inc.

ISBN: 9781597977159

Category: History

Page: 254

View: 819

After completing military service, veterans can have a difficult time finding employment upon returning to civilian life. Out of Uniform is designed to help all transitioning military personnel, regardless of service, branch, rank, rating, time in service, time in grade, or specialty. Although all service members share many common denominators, each individual brings something unique to the job market. The parameters of the search may vary, but the target is the same—land the right job the first time. The information in this book will enhance the odds of hitting that target. This book is divided into eight sections, covering matters in roughly the same order that they occur in the military-to-civilian transition process. Another useful feature is the KeyWord Index, which allows the reader to locate specific information throughout the book, regardless of the part or chapter. In addition to all of the technical guidance, readers will also discover important information in the anecdotes based on actual experiences of soldiers, sailors, airmen, and Marines. Out of Uniform is an invaluable resource for veterans who want to make the most out of their civilian career opportunities.

Topgrading for Sales

Topgrading for Sales

Author: Bradford D. Smart Ph.D.

Publisher: Penguin

ISBN: 9781440638831

Category: Business & Economics

Page: 128

View: 971

A concise extension of the business classic Topgrading, targeted to sales managers Brad Smart's Topgrading has sold more than 150,000 copies since 1999, making it the definitive book for executives who want to hire, coach, and retain top talent. Now Smart has teamed up with Greg Alexander, who used Topgrading to radically improve his sales force at EMC. In Topgrading for Sales, they have boiled down the key Topgrading ideas to a pithy 112 pages while focusing on the unique needs of sales managers and sales directors. Great sales forces don't just depend on strategies-they depend on hiring the best possible reps. But surveys show that about half of all hires and promotions put an underqualified person in the wrong job. No wonder the average tenure for sales managers is only nineteen months. Topgrading for Sales takes the guesswork out of hiring by teaching readers how to interview systematically for A-level talent instead of relying on hunches and prejudices. It also shows how to coach B-level reps to turn them into A-players and how to weed out C-players before they do too much damage.

Management of Marketing

Management of Marketing

Author: Paul Reynolds

Publisher: Routledge

ISBN: 9781136386046

Category: Business & Economics

Page: 304

View: 820

The text provides information on the core elements of the subject of marketing without the depth that often surrounds these to ensure that the basic concepts are easily identifiable and accessible. Students on MBA courses often do not have time to read a long text as they are studying many subjects, therefore they require a good, basic guide pitched at the appropriate level to be able to be absorbed quickly but still provide enough of a strategic element to stretch them. Written by a successful author team, Management of Marketing covers the key topics of the marketing component of an MBA course and provides a good balance of theory and application to ensure both aspects of the core concepts are covered.

The Ultimate Guide To Interviewing For A Sales Job

The Ultimate Guide To Interviewing For A Sales Job

Author: Jonathan Kruss

Publisher: Independently Published

ISBN: 9798507892556

Category:

Page: 98

View: 271

Success in sales requires the right skills and a competitive, driven, and personable nature. However, scoring a great sales role takes more than just being confident in your own skills and nature. You have to convince a management team of those things as well. Just as sales is its own animal in the professional ecosystem, the sales interview is its own unique beast. Your skills will be fire-tested and aggressively interrogated, and the mock demo portion makes it more like an audition than an interview. Written by a 22-year pharmaceutical and medical device sales leader, this guide gives you the practical guidance needed to be the top candidate for any sales job. The book was written primarily for people who have been laid off from a sales position but can be used by anyone to give them an advantage. This book helps with writing a great resume, setting up an all-star LinkedIn profile, how to use a LinkedIn strategy, phone screen advice, and face-to-face interviews. It has also been updated since its #1 new release launch in 2018. This book gives you more advanced questions to ask during interviews that will set you apart from all other candidates. He helps you to identify your WHY and HOW which most salespeople DO NOT DO well during the interview process. His advice has helped hundreds of people gain top-paying sales positions and his expert advice is now available in an affordable downloadable guide. This guide is like having the answers to a final exam. You get the inside tips needed to be prepared for any sales interview situation. If you are in the pharmaceutical, medical devices, capital equipment, durable goods, diagnostic, IT, or really any sales position and want to ace your next interview then you need this book. Your competition may already have it.

How To Get A Sales Job

How To Get A Sales Job

Author: Colby Cavan

Publisher: Independently Published

ISBN: 9798507898510

Category:

Page: 98

View: 541

Success in sales requires the right skills and a competitive, driven, and personable nature. However, scoring a great sales role takes more than just being confident in your own skills and nature. You have to convince a management team of those things as well. Just as sales is its own animal in the professional ecosystem, the sales interview is its own unique beast. Your skills will be fire-tested and aggressively interrogated, and the mock demo portion makes it more like an audition than an interview. Written by a 22-year pharmaceutical and medical device sales leader, this guide gives you the practical guidance needed to be the top candidate for any sales job. The book was written primarily for people who have been laid off from a sales position but can be used by anyone to give them an advantage. This book helps with writing a great resume, setting up an all-star LinkedIn profile, how to use a LinkedIn strategy, phone screen advice, and face-to-face interviews. It has also been updated since its #1 new release launch in 2018. This book gives you more advanced questions to ask during interviews that will set you apart from all other candidates. He helps you to identify your WHY and HOW which most salespeople DO NOT DO well during the interview process. His advice has helped hundreds of people gain top-paying sales positions and his expert advice is now available in an affordable downloadable guide. This guide is like having the answers to a final exam. You get the inside tips needed to be prepared for any sales interview situation. If you are in the pharmaceutical, medical devices, capital equipment, durable goods, diagnostic, IT, or really any sales position and want to ace your next interview then you need this book. Your competition may already have it.