Dismantling the Sales Machine (Harvard Business Review)

  • by Brent Adamson, Matthew Dixon, Nicholas Toman
  • Narrated by Todd Mundt
  • 0 hrs and 22 mins
  • Periodical

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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Customer Reviews

Most Helpful

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.
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- The Weef

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.
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- Benjamin C.

Book Details

  • Release Date: 11-11-2013
  • Publisher: Harvard Business School