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Dismantling the Sales Machine (Harvard Business Review) Periodical
Dismantling the Sales Machine (Harvard Business Review)
Written by: 
Brent Adamson, Matthew Dixon, Nicholas Toman
Narrated by: 
Todd Mundt
Dismantling the Sales Machine (Harvard Business Review) Periodical

Dismantling the Sales Machine (Harvard Business Review)

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Publisher's Summary

Brent Adamson, managing director at CEB, Matthew Dixon, executive director at CEB, and Nicholas Toman, research director at CEB, report on how reps can’t sell to savvy customers by adhering to strict processes.

This article was first published in the November 2013 issue of Harvard Business Review.

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©2013 by the President and Fellows of Harvard College, All Rights Reserved (P)2013 Audible Inc.

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  •  
    Amazon Customer 02-23-16 Member Since 2013
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    "George E Davis"

    extremely good advice for developing sales teams in the current environment. smaller organizations will benefit from this approach because the cost of the previous sale structures do not return the value that the new models are able to achieve. therefore, entry into the ideal sales platform is easier to achieve than ever before. this less structured model is also highly desirable to the new generation of sales leaders.

    0 of 0 people found this review helpful
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    Benjamin C. 03-04-15
    Benjamin C. 03-04-15 Member Since 2015
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    "Love HBR. Always succinct yet comprehensive."

    This is an excellent snapshot into the future of sales. Would recommend anyone in sales or sales team management to give this a listen.

    0 of 0 people found this review helpful

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