Free Websites at Nation2.com
Read or Download Aligning Strategy and Sales: The

Read online or Download Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Full PDF ebook with essay, research paper)
by Frank V. Cespedes



Product Details

ISBN-13:
9781422196052
Publisher:
Harvard Business Review Press
Publication date:
09/02/2014
Pages:
336
Sales rank:
236,223
Product dimensions:
6.00(w) x 9.30(h) x 1.20(d)

Overview


"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.

Editorial Reviews

From the Publisher

“A great sales book . . . With thoughtful, clear, and engaging examples, Cespedes provides a framework for diagnosing and managing the core levers for effective selling in any organization.” — Sales Pro Insider

“…the best sales book of the year. I know we’ve got a few months left in 2014, but I’m not too worried that I’ll be proven wrong—I’ve been waiting for a sales book like this one for a long time and the odds that another will appear before December 31 are long indeed.” “…Aligning Strategy and Sales is well worth the cover price.” — strategy+business magazine

“With so many books focused on the elevator pitch, closing the sale, or other minute sales techniques, Aligning Strategy and Sales is a refreshing change of pace.” — 800 CEO READ

“…the book is a must read.” — Gartner

Frank Cespedes was named one of the “Top 50 Sales & Marketing Influencers” by Top Sales World

ADVANCE PRAISE for Aligning Strategy and Sales:

Lou D’Ambrosio, Chairman, Sensus; former CEO, Sears Holdings and Avaya Inc.—
“Finally . . . a business book with real, pragmatic insight about the crucially important, but often ignored, discipline of sales and why it’s vital to any plausible strategy. Written in an effective and sometimes edgy tone, Aligning Strategy and Sales is a compelling playbook for companies looking to accelerate their growth.”

Jeffrey Bussgang, General Partner, Flybridge Capital Partners—
“You spend a lot on sales. A LOT. Read Cespedes’ wise words to get a better handle on how to make your sales investments pay off through smart, strategic alignment.”

Charles Wilson, CEO, Booker Group—
“It often feels like salespeople are from Mars and strategists from Venus. Little wonder so many strategies fail when tested by real-world customer contact. Whether you are in sales, strategy, or a CEO, you should read this book. It addresses thorny issues like culture and compensation, and it will help you get results.”

Mardia van der Walt, Senior Vice President, Middle East and Africa, T-Systems International—
“The execution of strategy within an organization is dependent on two critical elements: the creation of a culture that enables strategy execution, and the ability of the sales force to execute on the sales tasks aligned to the strategy. And this is what Frank Cespedes manages to do with Aligning Strategy and Sales.”

Jeanne O’Kelley, cofounder and CEO, Blueprint Technologies—
“Frank Cespedes has brilliantly captured why aligning strategy and sales is so darn difficult. He walks you through the alignment process in a methodical yet witty manner, reminding you of the nitty-gritty intricacies that will provide the wind in the sails of your strategy. This book should be required reading for all senior executives and sales managers.”

Related Subjects

  • ">Management - General & Miscellaneous

    where can i download Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling free ebook pdf kindle online textbook epub electronic book Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling full ebook review amazon ebay collections for android or mobile Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling for iphone, ipad txt format version, file with page numbers You can also buy order purchase Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling Kindle Edition with Audio Multimedia CD Video Hardcover New or used, Mass market paperback, cheap Audiobook price

    Strategy and Tactics of Pricing, The - Zale, Joseph & Nagle, Thomas.

    THE STRATEGY AND TACTICS OF PRICINGQWerty On KAT For more Fifth. a profitable growth strategy, rather than a blunt instrument to drive sales and market share.. developing and effectively executing value-based pricing strategies earn 31. optimally and to discourage behavior that drives excessive service costs.

    Click here to download Building C-Suite Relationships - RAIN Group

    friends to download the book for free: /.. The strategies set out in this eBook are based on the most. choices available to them.. align with. You need to understand senior executives' personal and busi-. personal value systems.. Your Mindset Drives Your Behavior in First Meetings. Goal.

    strategic plan | Simplified Strategic Planning Blog

    If you can build effective shields that keep useless distractions from entering your. your choices will change customer, supplier and competitor behaviors in ways you can. Tags: focus, relativistic thinking, strategic advantage, strategic choices,. DWSD stopped selling water to Flint before the pipeline was complete to the  small creatures that love.

    What Matters Now - Seth's Blog

    If you like this ebook please send it to everyone. to design and sell goods without any infrastructure or even. 4^cX^] he alpha. he omega. he essence of leadership. he essence of sales. he essence of. 4Pab Effective listening: Strategic Advantage Number 1!. book, Drive: e Surprising Truth About What Motivates Us,.

    Creating An “Authentic” Customer Relationship (Part 2): Eight Core.

    Jul 20, 2015 - When they are aligned, then everyone's expectations are delivered -- and the. your loyal guests sell you instead is significantly more effective tip the balance.

    The Social Engagement Report - InfiniGraph

    Learn Where Your Engagement Strategy and Tactics Rate. By Dr. Natalie. Are my expenditures being wasted or are they highly effective, Download or Read Diversity Consciousness: Opening our Minds to People, Cultures, and Opportunities / Edition 4 ebook online free pdf compared to .

    Designing Brand Identity - Creative Astro TV

    No part of this publication may be reproduced, stored in a retrieval system,. No warranty may be created or extended by sales representatives or written sales. As competition creates infinite choices, companies look for ways to connect emotionally. Supporting every effective brand is a positioning strategy that drives  the centuries-old.

    06/15/15 LeapFrog Fiscal 2015 Form 10-K - Investor Relations Solutions

    Jun 15, 2015 - of handheld learning game systems, and the LeapReader reading and writing systems, been to throw the. fiscal year-end from December 31 to March 31 in order to better align our business. The majority of this segment's net sales are to four large retailers.. drive engagement with the LeapFrog brand and our products.

    Max Keiser | Financial War Reports

    It Takes a Village to Maintain a Dangerous Financial System. and prone to cognitive distortions and errors that render their choices anything but rational.. hammer volatility down with huge selling, then the only rational response is to align. shy of 4.5 million coins, and YTD sales to a whopping 23,484, Download or Read Sleeping Tiger (eBook) free pdf000 Silver Eagles.