How to Sell More

Tools and Techniques from Harvard Business Review

Harvard Business Review

• Publisher: Harvard Business Review Press
• Year: 2013
• eBook ISBN: 9781422196304
• Topic: Business
• Subtopic: Marketing
• Index: Business

Over the last decade, technology has dramatically changed the role of salespeople at companies of all sizes. But one crucial fact remains: Sales is the most vital function of every business.In How to Sell More, the editors of Harvard Business Review have gathered advice from some of the world’s top business professors, consultants, trainers, and sales managers. In these collected essays, you’ll learn how to:• Effectively recruit, train, manage, and support these key employees
• Use smart pricing, promotions, and incentives to make your sales team more successful
• Avoid the biggest mistakes entrepreneurs make when pursuing their first sales
• Master the daily challenges of selling, from planning a sales call to handling a potential customer’s toughest questionsMore than most workers, salespeople perform in a field where success is easily measured: How much did you sell today, this week, this quarter? If you’re looking for ways to bump up those numbers, this book offers you valuable insights and practical tools. HBR Singles provide brief yet potent business ideas, in digital form, for today's thinking professional.

Table of contents

• 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