Über uns

À propos de nous

Open Access

Karriere

Carrière

Aboverträge Kündigen

Résiliation d’abonnement

Vertrag widerrufen

Résiliation de contrat 

Datenschutz

Protection des données

Impressum

Mentions légales

Barrierefreiheit

Accessibilité

Zahlung und Lieferung

Paiement et livraison

Libra

Was ist Libra?

C'est quoi Libra ?

Kostenlos testen

Tester gratuitement

LEXIA

LEXIA Arbeitsrecht

Was ist LEXIA?

C'est quoi LEXIA ?

LEXIA Familienrecht

Zeitschriften

Revues

recht

Pflegerecht

ZBJV

forumpoenale

ZStrR

Anwaltsrevue

Revue de l'avocat

RSAS

FamPra.ch

ASYL

Life Science Recht

BlAR

Sachbuch

Livres spécialisés

LOKI

Semaphor

Fokusthemen

Focus

Thema

Recht studieren

Arbeitsrecht

Droit du travail

Studium

Études

Familienrecht

Droit de la famille

Sozialversicherungsrecht

Droit des assurances sociales

Strafrecht

Droit pénal

Aktienrecht

Droit des sociétés anonymes

Persönlichkeitsrecht

Droit de la personnalité

Publikationen

Publications

Literatur

Digitales Angebot

Bücher

Livres

Buchreihen

Collections

Onlinemodule LEXIA

Modules en ligne LEXIA

recht.ch

Studienliteratur

Littérature pour les études

Swisslex

Dienstleistungen

Services

Dienstleistungen für

Corporate Books

Publishing Lösungen

Aktuelles

Geschäftskunden

Professionnels

Corporate Publishing

Content solutions

Buchhandlungen

Librairies

Veranstaltungen

Événements

Presse

Dozierende

Enseignants

Studierende

Étudiants

Inserierende

Annonceurs

Newsletter

Blog

Autorinnen/Autoren

Auteurs

Unsere Schreibenden

Hilfe

Unsere Autorinnen und Autoren

Liste

Autorenlounge

Espace des auteurs

Bei uns publizieren

Publier chez nous

Open Access Policy

Verlag

Éditions

Themen

Mehr wissen

Mitarbeitende

Collaborateurs

Geschichte

Histoire

Unser Magazin

Notre magazine

Vision und Mission

Vision et mission

Partner

Partenaires

Unternehmenskultur

Culture d'entreprise

Kontakt

Contact

Shop

Schweizer Recht

Ausländisches Recht

Über unseren Shop

Neuerscheinungen

Nouveautés

Sortiment & Suche

Catalogue & Recherche

Vorankündigungen

À paraître

Nach Rechtsgebiet

Par domaine juridique

Kommentare

Commentaires

Gesamtkatalog

Catalogue complet

Fachkatalog Recht

Catalogue de droit

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)

The Guide They Forgot to Give You

Nobody Told Me This

The latest edition of the leading and internationally bestselling text on marketing planning In the newly revised ninth edition of Marketing Plans, a team of renowned marketing strategists and professors delivers a fully updated version of the gold standard in marketing planning textbooks. The book contains a proven, start-to-finish approach to planning your firm's marketing and is complemented by brand-new content on digital marketing and sustainable marketing. The authors have also included best-practice guidance on omnichannel management, integrated marketing communications, key account management, and customer experience management. The book provides: <ul> <li>A best-practice, step-by-step process for coordinating marketing strategy and planning</li> <li>Methods to create powerful, differentiated value propositions</li> <li>Tools to prioritise marketing efforts on segments and strategies that will deliver the greatest returns in growth and profits</li> <li>Lessons from the leaders on how to embed world-class marketing within the organisation.</li> </ul> Perfect for students and executives alike in marketing, sales, strategy, and general management, Marketing Plans, 9th edition remains the world's leading resource on the critical topic of marketing strategy and planning.

The latest edition of the leading and internationally bestselling text on marketing planning

In the newly revised ninth edition of Marketing Plans, a team of renowned marketing strategists and professors delivers a fully updated version of the gold standard in marketing planning textbooks. The book contains a proven, start-to-finish approach to planning your firm's marketing and is complemented by brand-new content on digital marketing and sustainable marketing.

The authors have also included best-practice guidance on omnichannel management, integrated marketing communications, key account management, and customer experience management. The book provides:
* A best-practice, step-by-step process for coordinating marketing strategy and planning
* Methods to create powerful, differentiated value propositions
* Tools to prioritise marketing efforts on segments and strategies that will deliver the greatest returns in growth and profits
* Lessons from the leaders on how to embed world-class marketing within the organisation.

Perfect for students and executives alike in marketing, sales, strategy, and general management, Marketing Plans, 9th edition remains the world's leading resource on the critical topic of marketing strategy and planning.

Profitable Strategies in the Digital Age

Marketing Plans

Hear What Machines Miss and Earn the Revenue They Can't

Power Listening

This comprehensive guide reveals how to systematically identify and capture cross-selling and up-selling opportunities, whether through internal transformation, organisational consolidation or merger and acquisition scenarios. By understanding the fundamental principles of revenue expansion and cost optimisation at the same time, business leaders can dramatically improve their company's value proposition while strengthening market position.Every business professional will encounter organisational change - whether through M&amp;A activity during economic booms or internal restructuring during downturns. These pivotal moments present extraordinary opportunities to simultaneously increase sales and reduce costs, yet most organisations fail to maximise their potential. This book provides the strategic framework and practical tools needed to excel during these critical transitions, showing how to plan and implement cross-selling initiatives that deliver substantial revenue growth while streamlining operations for maximum efficiency. Drawing from real-world M&amp;A scenarios and internal transformation case studies, this guide demonstrates how to improve profit from both ends of the equation. You will learn to identify cross-selling opportunities that others miss, develop implementation strategies that minimise disruption and create sustainable revenue streams that outlast the initial organisational change.Whether you are leading a merger integration, managing a divisional consolidation or simply seeking to optimise your current sales approach, this book provides the insights and methodologies to transform organisational complexity into competitive advantage and measurable profit improvement.

The Executive's Growth Guide to M&A, Re-Organisation and Profit Optimisation

Cross-Sell to Scale

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

Most sales organizations don't lose performance suddenly.

They lose it quietly.

Standards soften.
Coaching slips.
Urgency replaces discipline.

Calendars fill. Leaders stay busy. Escalations increase.

And somewhere along the way, execution drifts.

By the time revenue misses show up, the damage is already done.

Forecast confidence drops. Deal quality declines. Revenue becomes harder to predict.

FOCUSED explains why this happens - and how senior sales leaders prevent it.

This is not a sales methodology book.
It's not motivation.
And it's not another leadership theory.

FOCUSED is a leadership operating discipline for Chief Revenue Officers, VPs of Sales, and senior sales leaders who are responsible for performance at scale - and who need execution to hold when pressure shows up.

It becomes the operating spine for how leaders coach, enforce standards, and protect execution across the organization.

Steven Rosen names the problem most organizations never diagnose:

Not lack of effort.
Not poor strategy.

But the slow erosion of focus as urgency overrides standards.

FOCUSED gives leaders a practical framework for protecting the few critical behaviors that actually drive results:

¿ Enforcing coaching even when deals are on fire
¿ Holding standards when quarters get tight
¿ Preventing leaders from becoming the escalation point
¿ Turning accountability into daily behavior, not quarterly intention

This book is for leaders who:

 Are tired of repeating expectations
 Are carrying execution personally
 See activity rising while performance stalls
 Know their "Three Things" but struggle to protect them under pressure
 Want predictable execution instead of constant escalation

This book is not for:

 Leaders looking for reassurance
 Teams chasing tactics without discipline
 Organizations that confuse motion with progress

With a foreword by Mike Weinberg, FOCUSED delivers a blunt, practical manual for building leadership discipline that survives real-world pressure.

Inside, you'll learn how to:

¿ Diagnose execution drift before revenue suffers
¿ Install operating standards that managers actually enforce
¿ Build coaching consistency across leadership layers
¿ Replace heroic effort with leadership infrastructure
¿ Create execution stability without micromanagement

FOCUSED doesn't ask leaders to do more.

It teaches them how to protect what matters.

Steven Rosen works with CROs and VP Sales teams globally to install leadership discipline that holds under pressure.

If you're a CRO or VP of Sales responsible for results - and you're done letting urgency dictate leadership - this book gives you the operating discipline to make performance hold.

Scroll up and order your copy.

FOCUSED

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

In The Little Book of Successful Major Account Sales, Walt McGhee shares the lessons and strategies he honed during his successful 40-year career in institutional sales. Drawing on real-world experience, he explores the entire spectrum of the major account sales process-from territory planning and client meetings to RFIs/RFPs, client on-sites, travel, conferences, entertaining, internal sales meetings, organizational dynamics, and professional growth. The book emphasizes four principles that consistently drive success: Discipline, Sincerity, Process, and Fit. Both inexperienced and seasoned sales professionals will find valuable insights to sharpen their skills and improve their results.

Walt McGhee is a sales veteran with more than 40 years of success in institutional sales and management. From his early start as a Field Sales Engineer in the high-tech industry to top-performing roles on Wall Street, Walt has built a career defined by discipline, sincerity, and process-oriented results. His insights, drawn from decades of real-world experience, now guide sales professionals at every stage toward lasting success.

The Little Book of Successful Major Account Sales

&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 Behavioural Operating System

Weitere Titel zum Thema