Page 189 - HBR's 10 Must Reads - On Sales

INDEX

Hancock, Maryanne Q., 83–99 Lorimer, Sally E., 45–65
Homayoun, Hatami, 83–99 loss aversion, 158
hot buttons, 15–16
HubSpot, compensation plan of,
139–147 managerial coaching, 111
human factors, in buying decisions, marketing
2–5 budget, 27–28
four P’s of, 26, 27
funnel, 39, 41
IBM, 24 inbound, 143–144
inbound marketing, 143–144 metrics, 42–43
influencers, 6, 7, 8 in micromarkets, 96
informal communication, 111 relationship between sales and,
initiators, 6, 7 23–44, 96–98, 138
innovation, 106, 167 roles for, 25–27
insight selling, 70, 72–73, 102–104, splitting, into upstream/
112–114 downstream, 41–42
integration, between sales and support for mobilizers by, 137–138
marketing, 33, 37–43 market share
causes of differences in, 89
gauging, 88
job rotation, 36 market teams, 108–109
joint assignments, 36 mature companies, sales force in,
judgment-oriented sales climate, 59–62
105–114 McGinn, Daniel, 161–168
justifiers, 115–123 micromarkets, 83–100
defined, 115–116 aligning sales coverage with
discovering, 119–123 opportunity, 91–92
identifying fresh, 124–125 data analysis for, 95–99
new business creation and, defining size of, 86
123–124 determining growth potential
of, 87
gauging market share of, 88
knowledge workers, 105 growth pockets, 84–90
Kotler, Philip, 23–44 identifying causes of differences
Krishnaswamy, Suj, 23–44 in market share of, 89
opportunity maps, 93–94
peer groups, 92–93, 96
language mapping, 133 prioritizing, 90
liaison, between sales and sales force and, 85
marketing, 36 sales plays for types of, 92–93
long-term focus, 112 Millennials, 164

173