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.
"
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 & OPINION: And the Winners Are...
Posted December 9, 2014, 9:45 AM with category of Publishing Industry
The 800-CEO-READ Business Book Awards category winners (and shortlist for the best book of the year) 2014.
Read more
NEWS & OPINION: 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 Management & Workplace Culture
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
eBook
Price:
$28.00/ea
LIST PRICE:
$35.00
Hardcover Non-returnable Discounts
| Quantity | Price | Discount |
| 1 - 24 | $28.00 | 20% |
| 25 - 99 | $24.50 | 30% |
| 100 - 499 | $22.75 | 35% |
| 500 - 999 | $22.05 | 37% |
| ISBN: 9781422196052 | ||
About the Hardcover
| Publisher | Harvard Business School Press |
| Publish date | 09/02/2014 |
| Pages | 313 |
| ISBN-13 | 9781422196052 |
| ISBN-10 | 1422196054 |
| Language | English |
Need 1000 or more?
Additional discounts may be available for print books. We also offer pricing for RETURNABLE orders. Please call 1-800-236-7323 or email us to request a quote.
Interested in eBooks?
If you would like pricing and availability on eBooks (25 copy minimum/US billing only), click the link below to send an email directly to our trusted digital distribution partner, BookShout.
Request a quote for eBooks
Other questions about eBooks can be directed to support@800ceoread.com.
https://800ceoread.com/products/aligning-strategy-and-sales-frank-v-cespedes-english
To order call 1-800-236-7323 or e-mail orders@800ceoread.com
© 800-CEO-READ