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

Cespedes, Frank V.

Published by Harvard Business Review Press
ISBN 10: 1422196054 / ISBN 13: 9781422196052
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Num Pages: 336 pages, black & white illustrations, black & white tables, figures. BIC Classification: KJC; KJMV7. Category: (G) General (US: Trade). Dimension: 242 x 156 x 27. Weight in Grams: 582. . 2014. Hardcover. . . . . Books ship from the US and Ireland. Bookseller Inventory #

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Synopsis: Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is—or should be—an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn?t.

This book will help readers close the gap. It is not another book about strategy formulation or another selling skills manual. This book is about aligning strategy and go-to-market efforts. It starts by explaining why many “sales? problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why “getting better at selling? typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise.

Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever.

Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm?s performance in the following areas:
• How to move from a strategic vision to an integrated selling plan
• How to build a sales organization to match strategy
• How to create and maintain the optimal infrastructure and processes

Practical, thoughtful, clear, and engaging, Aligning Strategy and Sales will give you the know-how and tools to do exactly what the title promises.

Product Description: "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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Bibliographic Details

Title: Aligning Strategy and Sales: The Choices, ...
Publisher: Harvard Business Review Press
Book Condition: New

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Book Description Harvard Business Press, United States, 2014. Hardback. Book Condition: New. 239 x 157 mm. Language: English . Brand New 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. Bookseller Inventory # AA99781422196052

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Book Description Harvard Business Press, United States, 2014. Hardback. Book Condition: New. 239 x 157 mm. Language: English . Brand New 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. Bookseller Inventory # AA99781422196052

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Book Description Harvard Business Press. Hardback. Book Condition: new. BRAND NEW, Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling, 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 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. Bookseller Inventory # B9781422196052

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