O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Preface

Here is one big thing I have learned from running a business, consulting with companies around the world, and teaching executives and MBAs at a good business school for nearly twenty years: for most firms, the largest, most difficult, and most expensive part of strategy implementation is aligning sales and go-to-market efforts with the company's espoused strategies and goals.

This alignment challenge is the largest in multiple dimensions. Doing this well is essential for marketplace success and company valuations. A key to meeting growth potential is eliminating the gulf between big-picture strategy and field execution. Yet, in a recent survey of more than eighteen hundred executives, more than half (56 percent) say their biggest challenges ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required