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Sales52: The Behavioural Operating
System

The Behavioural Operating System

HBR's 10 Must Reads

Give your company a competitive edge through the power of your salespeople.If you read nothing else on sales, read this book. We've chosen a new selection of current and classic Harvard Business Review articles that will help you align your sales team's goals and objectives, identify and attract new customers, and increase revenue.This book will inspire you to: <ul><li>Guide customers through the decision-making process</li><li>Boost the performance of your sales reps</li><li>Drive consensus among buying groups</li><li>Use data and AI to improve the sales process</li><li>Foster collaboration between sales and marketing</li><li>Put sales at the center of your strategy</li></ul>HBR's 10 Must Reads are definitive collections of classic ideas, practical advice, and essential thinking from the pages of Harvard Business Review. Exploring topics like disruptive innovation, emotional intelligence, and new technology in our ever-evolving world, these books empower any leader to make bold decisions and inspire others.This Updated and Expanded edition features new, breakthrough articles, additional short-form pieces, and a detailed discussion guide to give you and your team the tools you need for sustained success.

HBR's 10 Must Reads on Sales, Updated and Expanded (featuring "What Today's Rainmakers Do Differently" by Matthew Dixon, Ted McKenna, Rory Channer, and Karen Freeman)

Few in the world of B2B sales have covered as much ground as Brad David Ball. Over the course of his career, he has traversed the globe selling technology - visiting over 80 countries, 50 states, and closing deals on 6 different continents.


In this book, Brad shares practical formulas, original research, and perspectives that will enhance you sales skills and provide you with actionable strategies. Chock-full of stories and takeaways, he shares lessons learned from experiences in Singapore, Germany, China, Italy, Argentina, Belgium, India, France, and more.


You'll learn...


What is the ORIGINAL SIN of Selling?
How to use MICROSTORIES in your sales pitch.
Do people really buy based on EMOTION?
How to win the battle of "GUT FEELING."
What is the best SALES METHODOLOGY?


...and so much more.

The Algebra of Sales and Persuasion

Dieses Lehrbuch führt in die grundlegenden Konzepte, Methoden und Anwendungen des Marketings ein. Die Autoren gehen auf zentrale Fragestellungen klar und verständlich ein und veranschaulichen diese anhand von Beispielen aus der Unternehmenspraxis. Leser und Leserinnen können sich so ein Basiswissen in Bereichen wie Kaufverhalten, Marktforschung, Marketingstrategie, Markenmanagement oder den vier zentralen Marketinginstrumenten verschaffen. Sie erhalten auch einen Einblick in wichtige Teilgebiete wie dem Business-to-Business-, dem Dienstleistungs- oder dem Non-Profit-Marketing. Zielgruppe sind sowohl Studierende der Betriebswirtschaftslehre als auch anderer Studiengänge, die Grundkenntnisse des Marketings erwerben möchten. Praktiker erhalten den erforderlichen Überblick zu wichtigen Marketingaspekten.Die 9. Auflage wurde vollständig überarbeitet und teilweise neu strukturiert. Dies beinhaltet u.a. zwei neue Kapitel zum Markenmanagement sowie zum Zusammenhang von Marketing und Gesellschaft. Zudem wurden aktuelle Entwicklungen, wie z. B. digitale Märkte, sowie zahlreiche neue Beispiele integriert. Andreas Eggert und Sascha Raithel sind in der Autorenschaft neu hinzugekommen.Zusätzliche Fragen per App: Laden Sie die Springer Nature Flashcards-App kostenlos herunter und nutzen Sie exklusives Zusatzmaterial, um Ihr Wissen zu prüfen.Die Autoren 
Prof. Dr. Andreas Eggert ist Professor für Business- und Dienstleistungsmarketing am Marketing-Department der Freien Universität Berlin. Prof. a.D. Dr. Dr. h.c. Michael Kleinaltenkamp war Professor am Marketing-Department an der Freien Universität Berlin. Prof. a.D. Dr. Alfred Kuß war Professor am Marketing-Department an der Freien Universität Berlin. Prof. Dr. Sascha Raithel&nbsp;ist&nbsp;Professor für Marketing am Marketing-Department an der Freien Universität Berlin.

Dieses Lehrbuch führt in die grundlegenden Konzepte, Methoden und Anwendungen des Marketings ein. Die Autoren gehen auf zentrale Fragestellungen klar und verständlich ein und veranschaulichen diese anhand von Beispielen aus der Unternehmenspraxis. Leser und Leserinnen können sich so ein Basiswissen in Bereichen wie Kaufverhalten, Marktforschung, Marketingstrategie, Markenmanagement oder den vier zentralen Marketinginstrumenten verschaffen. Sie erhalten auch einen Einblick in wichtige Teilgebiete wie dem Business-to-Business-, dem Dienstleistungs- oder dem Non-Profit-Marketing. Zielgruppe sind sowohl Studierende der Betriebswirtschaftslehre als auch anderer Studiengänge, die Grundkenntnisse des Marketings erwerben möchten. Praktiker erhalten den erforderlichen Überblick zu wichtigen Marketingaspekten.Die 9. Auflage wurde vollständig überarbeitet und teilweise neu strukturiert. Dies beinhaltet u.a. zwei neue Kapitel zum Markenmanagement sowie zum Zusammenhang von Marketing und Gesellschaft. Zudem wurden aktuelle Entwicklungen, wie z. B. digitale Märkte, sowie zahlreiche neue Beispiele integriert. Andreas Eggert und Sascha Raithel sind in der Autorenschaft neu hinzugekommen.Zusätzliche Fragen per App: Laden Sie die Springer Nature Flashcards-App kostenlos herunter und nutzen Sie exklusives Zusatzmaterial, um Ihr Wissen zu prüfen.

Grundlagen - Überblick - Beispiele

Marketing-Einführung

What if sales success isn't learned, but hardwired by your late teens?Built on 45 years of research and over 30 million assessments, SalesDNA reveals the innate talents and work ethic that separate top performers from everyone else. Only 17% of people possess the natural wiring for sustained sales success and no amount of training can create what isn't there. Drawing on decades of insights from competitive sales environments and elite performance across sports and business, this book is your blueprint to SELECT, DEVELOP and RETAIN true revenue generators.SalesDNA is the playbook for sales leaders building high-performing teams where individuals own their results and thrive on accountability. It is also a self-discovery tool for anyone who wants to unlock their full potential or determine if they are among the elite 17%.Revenue generation requires revenue generators. Identifying them is like panning for gold in a pile of rocks, many look promising, few are valuable.This book gives you the tools to stop guessing and start hiring gold.Skills can be taught. SalesDNA is what you're born with.John Marshall, Ph.D., is the founder and CEO of Self Management Group (SMG). He's an organizational psychologist, author, and keynote speaker with over 40 years of experience helping companies and sports teams build high-performance, self-managed cultures.

SalesDNA

&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Eighteen months. That's all you have. If you are in investment sales, that's how long you have to build a pipeline and start raising money. Or else. The problem? Most investment firms don't provide the tools and training for their fundraisers. Why? Because the majority of fundraisers learned from watching others and considered that &lt;/span&gt;&lt;s style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/s&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/span&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;training.&lt;/span&gt;&lt;s style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/s&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/span&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt; The net result? High turnover and unhappy careers.&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;&lt;/p&gt;
&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Fortunately, there's a better way. Dakota is a multibillion-dollar fundraising organization that has perfected the four principles of investment sales success: set proper expectations, know who to call on, know what to say, and build a killer follow-up system. These four principles, when applied consistently, lead to outstanding results.&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;&lt;/p&gt;
&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Whether you're an investment salesperson and want to exponentially increase your effectiveness by learning the proper way to work or an executive who's tired of the rampant turnover that plagues most firms, &lt;/span&gt;&lt;em style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;The Dakota Way &lt;/em&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;proves that you don't have to be born with anything special to be great at investment sales. You just need the right training-and a proven process to follow. &lt;/span&gt;&lt;/p&gt;

Gui Costin

Morgan Holycross

Time-Tested Principles That Will Turn You Into a World-Class Fundraiser

The Dakota Way

The Focused Seller

Mastering the Art of Sales Leadership

Elevate

Vertrieb ist Chefsache - und echte Führung beginnt nicht am Bildschirm, sondern im Markt.** Dieses Buch zeigt, warum erfolgreiche Vertriebsführung Nähe, Haltung und Verantwortung braucht. Es räumt auf mit Management-Mythen, liefert praxiserprobte Impulse für CEOs und Führungskräfte - und stellt klar: Wer Menschen und Märkte bewegen will, muss präsent sein. Mit Klartext, psychologischem Feingefühl und der Bereitschaft, selbst vorzuleben, was Wirkung erzeugt. **Ein Buch für alle, die nicht nur verwalten, sondern wirklich führen wollen - mit Stallgeruch.

Warum der Fisch am Kopf stinkt

CHEFSACHE VERTRIEB

HBR Handbooks

Sales leadership essentials for an era of rapidly advancing digital technology.Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future.With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today's most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs.Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your customers win.HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack--whatever your role.

Sales leadership essentials for an era of rapidly advancing digital technology.Effective sales management—and running an effective sales organization—is the key to revenue generation, customer satisfaction, and business results. Whether you are a sales manager or a sales executive, your role is complex, and it is increasingly challenging to balance today's demands with leading the digital sales transformation that will position your team for future success.In the HBR Sales Management Handbook, Prabhakant Sinha, Arun Shastri, and Sally Lorimer provide the resources you need to build value for your company, your customers, and your sales teams. The book lays out hundreds of actionable ideas to manage your sales force better and drive digital success in your sales organization.With case studies from many industries worldwide, this comprehensive guide explores the fundamentals every sales manager needs to know, complete through today's most challenging issues around digital:<ul><li>Bringing value to customers while managing the business</li><li>Hiring, onboarding, and retaining the best sales talent</li><li>Managing sales in the remote, multichannel world</li><li>Using AI and analytics to make crucial decisions</li><li>Building the next generation of sales information hubs</li><li>Navigating sales force change with continuous improvement</li></ul>Your job is vast and dynamic. The HBR Sales Management Handbook is a collection of comprehensive and forward-looking ideas to help you win by helping your salespeople and customers win.HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack—whatever your role.

How to Lead High-Performing Sales Teams

The Harvard Business Review Sales Management Handbook

Transform your marketing strategy and engage with customers in ways never before possible.In a world that is changing at unprecedented speeds, the marketing landscape stands at the brink of a profoundly new paradigm. In the AI-driven era, meaningful experiences reign supreme and brands must engage with their customers in new and exciting ways.Although the mission is clear, marketers may feel like they're faced with a sea of static amid a massive influx of data and tremendous cultural shifts. But customers leave subtle clues about exactly what content they want to see, products they want to encounter, and ultimately, the entire online experience they desire with every click, scroll, and purchase.Personalization is the needed mechanism that decodes a clear signal from the noise, and those that use it as the cornerstone of their marketing strategy can unlock a world of opportunity. Those who wait to begin their personalization journey not only lose their competitive advantage, but also fall further behind the pack.The brands that can transcend the noise, understand their customer's wants and needs, and transmit a clear signal back to each individual will create the emotional bonds that lead to long lasting brand loyalty. Think of this book as your decoder ring as you transform your personalization project into a powerhouse.Use it to: <ul><li>Learn the basics of personalization and discover its opportunities across channels</li><li>Communicate the benefits of personalization to your business and gain buy-in</li><li>Establish a scalable structure that fits your organization</li><li>Activate a clean, repeatable process for end-to-end campaign management</li><li>Discover the right tools and methodologies for success</li><li>Get inspiration for your testing roadmap with 70+ use cases</li></ul>

Transform your marketing strategy and engage with customers in ways never before possible.In a world that is changing at unprecedented speeds, the marketing landscape stands at the brink of a profoundly new paradigm. In the AI-driven era, meaningful experiences reign supreme and brands must engage with their customers in new and exciting ways.Although the mission is clear, marketers may feel like they’re faced with a sea of static amid a massive influx of data and tremendous cultural shifts. But customers leave subtle clues about exactly what content they want to see, products they want to encounter, and ultimately, the entire online experience they desire with every click, scroll, and purchase.Personalization is the needed mechanism that decodes a clear signal from the noise, and those that use it as the cornerstone of their marketing strategy can unlock a world of opportunity. Those who wait to begin their personalization journey not only lose their competitive advantage, but also fall further behind the pack.The brands that can transcend the noise, understand their customer’s wants and needs, and transmit a clear signal back to each individual will create the emotional bonds that lead to long lasting brand loyalty. Think of this book as your decoder ring as you transform your personalization project into a powerhouse.Use it to:<ul><li>Learn the basics of personalization and discover its opportunities across channels</li><li>Communicate the benefits of personalization to your business and gain buy-in</li><li>Establish a scalable structure that fits your organization</li><li>Activate a clean, repeatable process for end-to-end campaign management</li><li>Discover the right tools and methodologies for success</li><li>Get inspiration for your testing roadmap with 70+ use cases</li></ul>

Why Personalization Wins the Customer Experience

Marketing in the AI Era

4 Steps to Supercharged Sales Teams is a revised and updated version of Serve, Lead, Succeed! It's a how-to book for successful sales management, showing how servant leaders across the nation have transformed sales teams from mediocre to exemplary. It includes real-life sales stories as well as research illustrating the effectiveness of servant leadership in sales team success. The book is all about supercharging sales performance, bringing the joy of selling to your team, and becoming a leader that people respect and remember. It shows how supportive leaders use empathy, humility and teamwork to empower sales teams that are accountable and passionate to succeed.

4 Steps to Supercharged Sales Teams

The Instant Sales Director: Taking Aim at the Sales Director's Chair. The Instant Sales Director is a practical, experience-driven guide for sales professionals aspiring to leadership - and for newly appointed sales directors looking to avoid learning the hard way.

Drawing on more than five decades of experience, rising from door-to-door salesman to senior leadership roles within major UK manufacturing companies, John D. Moulton offers a candid look at what truly determines success in sales leadership. This is not a theoretical management book. It is grounded in real interviews, real decisions, real mistakes, and the often-unspoken dynamics that shape careers behind closed doors.

Part One focuses on preparation and positioning: how candidates are evaluated, why interviews succeed or fail for reasons rarely stated, and how self-awareness, credibility, and timing influence opportunity. Readers are guided through the realities of leadership expectations, the importance of cultural 'fit,' and the critical transition from high-performing salesperson to accountable leader.

Part Two moves into lived experience. Through a series of sharply observed case studies and reflections, Moulton examines the need to focus on purposefully aligning ability and opportunity, delegation, trust, reporting, decision-making under pressure, and the dire consequence of corporate arrogance.

These chapters reveal how strong brands fail, how sales forces disengage, and how leaders either earn loyalty or lose it - and how to be sure to avoid them all. Throughout the book, readers are challenged to pause, reflect, and assess their own readiness - not just to manage numbers, but to lead people.

Clear principles emerge: listen before acting, delegate responsibility without abandoning accountability, and the recognition that long-term performance is built on trust, clarity, and respect. Written in a direct, conversational style, The Instant Sales Director speaks to ambitious sales professionals, first-time sales leaders, and experienced managers alike. It is both a career roadmap and a cautionary guide - designed to help readers rise faster, lead better, and avoid the costly mistakes that derail so many promising careers.

Ready from Day One

The Instant Sales Director

Der Vertriebsarchitekt ist ein strategisches Fachbuch für modernen, systemischen B2B-Vertrieb. Es richtet sich an Unternehmer, Geschäftsführer, Vertriebsleiter und Entscheider, die Vertrieb nicht als Sammlung von Methoden verstehen, sondern als gestaltbares System aus Struktur, Führung, Kultur und Wirkung.
Das Buch zeigt, warum nachhaltiger Vertriebserfolg nicht durch einzelne Verkaufstechniken entsteht, sondern durch eine klare Architektur: definierte Rollen, wirksame Prozesse, tragfähige Führungsmodelle und eine leistungsfähige Vertriebskultur.
Der Leser lernt, Vertrieb ganzheitlich zu denken, vom systemischen Aufbau über die Führung von Menschen bis hin zu Skalierung, Internationalisierung und langfristiger Wertschöpfung. Praxisnahe Beispiele, klare Modelle und reflektierte Analysen machen das Werk zu einem Referenzbuch für alle, die Verantwortung im B2B-Vertrieb tragen.
Der Vertriebsarchitekt ist kein Motivationsbuch und kein Methodenkatalog, sondern ein Arbeits- und Denkwerkzeug für Führungskräfte, die Vertrieb bewusst gestalten wollen.

Das Standardwerk für systemischen B2B-Vertrieb

Der Vertriebsarchitekt

The Behavioural Operating System

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