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

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Notes

Preface

1. The survey, conducted by Booz&Company, involved more than eighteen hundred executives from companies of various sizes and from various industries around the globe. It involved twenty-one questions on the topics of strategy development, decision making, priority setting, capabilities, growth, and cost cutting. See Booz&Company, “Executives Say They're Pulled in Too Many Directions and That Their Company's Capabilities Don't Support Their Strategy,” Booz&Company web page, January 18, 2011, www.booz.com/global/home/press/article/49007867.

2. Data about the money spent on sales forces comes from Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer, “Are You Paying Enough Attention to Your Sales Force?” HBR Blog Network, April ...

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