Aligning Strategy and Sales
eBook - PDF

Aligning Strategy and Sales

The Choices, Systems, and Behaviors that Drive Effective Selling

  1. 256 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

Aligning Strategy and Sales

The Choices, Systems, and Behaviors that Drive Effective Selling

About this book

"The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book.In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution.With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.

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Yes, you can access Aligning Strategy and Sales by Frank Cespedes in PDF and/or ePUB format, as well as other popular books in Business & Business Strategy. We have over one million books available in our catalogue for you to explore.
Part 
One
WE 
HAVE 
A 
PROBLEM
Time 
is 
a 
great 
teacher. 
Unfortunately, 
it 
kills 
all 
its 
pupils.
—Hector 
Berlioz
Chapter 
1
The 
Dialogue 
That 
Rarely 
Happens
This 
book 
looks 
at 
how 
to 
get 
sales 
results 
that 
link 
with 
strategy. 
Chapter 
1 
discusses 
the 
relevant 
players, 
what 
needs 
to 
be 
linked, 
why 
in 
many 
organizations 
this 
linkage 
is 
broken, 
the 
nancial 
and 
human 
conse-
quences 
of 
this 
disconnect, 
and 
therefore 
why 
it’s 
worth 
your 
time 
and 
effort 
to 
x 
it.
Chapter 
2
Diagnosing 
the 
Problem
If 
you 
don’t 
understand 
the 
cause-and-effect 
relation-
ships 
in 
a 
business 
situation, 
then 
you 
are 
likely 
to 
pull 
the 
wrong 
levers, 
trying 
to 
improve 
the 
execution 
of 
a 
flawed 
strategy 
or 
changing 
strategic 
direction 
when 
you 
should 
focus 
on 
better 
execution. 
This 
chapter 
examines 
three 
situations 
and 
asks, 
what’s 
the 
problem—the 
firm’s 
strategy 
and/or 
the 
sales 
channel 
tasked 
with 
executing 
that 
strategy?

Table of contents

  1. Copyright
  2. Contents
  3. Preface
  4. Pt 1: We Have a Problem
  5. Ch 1: The Dialogue That Rarely Happens
  6. Ch 2: Diagnosing the Problem
  7. Ch 3: Fixing the Problem
  8. Pt 2: Linking Strategy and Sales
  9. Ch 4: The Goal of Strategy
  10. Ch 5: Making and Articulating Strategic Choices
  11. Ch 6: Sales Tasks and Strategy
  12. Part 3: Performance Management
  13. Ch 7: From Sales Tasks to Selling Behaviors
  14. Ch 8: People
  15. Ch 9: Control Systems
  16. Ch 10: Sales Force Environment
  17. Part 4: Closing
  18. Ch 11: Company Environment
  19. Ch 12: Making Connections
  20. Notes
  21. Index
  22. Acknowledgments
  23. About the Author