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