Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

    By Frank V Cespedes
"The best sales book of the year" "strategy+business" magazine
That gap between your company s sales efforts and strategy? It s realand 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.
"
    RELATED ARTICLES

NEWS: And the Winners Are...

Posted December 9, 2014, 9:45 AM with category of General Business
The 800-CEO-READ Business Book Awards category winners (and shortlist for the best book of the year) 2014. Read more

NEWS: The 800-CEO-READ Business Book Awards Longlist

Posted November 13, 2014, 9:30 AM with category of Publishing Industry
The culling process we undertake during the awards process is always rigorous, but we've narrowed it down to 40 books—5 each in 8 categories. Read more

NEW RELEASES: Books to Watch: August 2014

Posted July 29, 2014, 7:52 PM with category of General Business
Well here we are again—Summer is drawing to a close and we've hardly put a dent in that towering stack of summer reads. Don't fret, though—we still have a few weeks to sneak in a couple more books. Here are some new titles for Summer's end that'll help you start your Fall off right, with plenty of great ideas and new perspectives. Read more


    SHARE THIS
Embedicon
 
9781422196052
eBook

  Choose a format
  •   For use in United States   United-states-16

Your price: $25.60/ea
LIST PRICE: $32.00

Hardcover Non-returnable Discounts
Quantity Price Discount
1 - 24 $25.60 20%
25 - 99 $22.40 30%
100 - 499 $20.80 35%
500 - 999 $20.16 37%
ISBN: 9781422196052

Need 1000 or more?

Additional discounts may be available. Please call 1-800-236-7323 for more information.

You may also place an order online at the highlighted discount for any quantity over 500.
ISBN 9781422196052
Language English
Pages 313
Publish Date 09/01/2014
Published 09/2014
Publisher Harvard Business School Press

Interested in eBooks?Please read our brief introduction before purchasing.