Skip to Content
Aligning Strategy and Sales
book

Aligning Strategy and Sales

by Frank Cespedes
August 2014
Intermediate to advanced
256 pages
6h 11m
English
Harvard Business Review Press
Content preview from Aligning Strategy and Sales

5

Making and Articulating Strategic Choices

In his wonderfully titled book, Build a Better Life by Stealing Office Supplies, Scott Adams, the creator of Dilbert, has a cartoon called “The Importance of Strategies” (figure 5-1). In the first panel, Dogbert notes that “All companies need a strategy …” What too often follows that sentence, as chapter 4 argued, is a catchy aphorism (you need a strategy because without one, no road will take you there, etc.). But Dogbert says that all companies need a strategy “so the employees will know what they don't do.” The remaining panels of the cartoon are a before-and-after parable about strategy.

FIGURE 5-1

“The Importance of Strategies”

Source: Scott Adams, Build a Better Life by Stealing Office Supplies ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.

Read now

Unlock full access

More than 5,000 organizations count on O’Reilly

AirBnbBlueOriginElectronic ArtsHomeDepotNasdaqRakutenTata Consultancy Services

QuotationMarkO’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.
Julian F.
Head of Cybersecurity
QuotationMarkI wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.
Addison B.
Field Engineer
QuotationMarkI’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.
Amir M.
Data Platform Tech Lead
QuotationMarkI'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
Mark W.
Embedded Software Engineer

You might also like

Aligning Strategy and Sales

Aligning Strategy and Sales

Frank Cespedes
Sales Engagement

Sales Engagement

Manny Medina, Max Altschuler, Mark Kosoglow
Elite Sales Strategies

Elite Sales Strategies

Anthony Iannarino

Publisher Resources

ISBN: 9781422196083