Archive for January, 2015

Aligning strategy and Sales, The choices, systems and behaviors that drive effective sales. Frank V. Cespedes

 

Aligning strategy and Sales, The choices, systems and behaviors that drive effective sales. Frank V. Cespedes2014. ISBN 9781422196052.   Forbes called this perhaps the best sales book ever. I found that this is true in many ways.  First it is hard to find a more thorough book that looks at the interaction of strategy with sales. As well this book details the inherent complexity and variability in sales roles and people. We know that this reproach works as we over the years have adapted our practice in sales /revenue improvement through much of what the author details.   Through iteration and adapting, many skilled sales leaders would find much to agree with in this book , and much that sheds a fresh view on things.  I would easily think this is the best sales book of the year.   I only add that our practice helps companies strengthen a sales framework  like in this book with a structured marketing framework that also aligns strategy with marketing.   This  is a good five hour read, the first time , but do not stop there.

More great  articles by the author

  •  http://hbswk.hbs.edu/faculty/fcespedes.html
  • http://www.gmpua.com/Marketing/worldmarket/cim/5479950.pdf
  • http://chiefexecutive.net/focusing-sales-leaders-right-effectiveness-metrics-4-easy-steps
  • http://blog.hubspot.com/sales/author/frank-v-cespedes
  • https://www.youtube.com/watch?v=kbp-Rytdtr0
  • http://sloanreview.mit.edu/article/how-to-identify-the-best-customers-for-your-business/
  • http://www.mbadepot.com/external_link.php?ID=18683
  • http://blogs.hbr.org/2014/08/you-cant-do-strategy-without-input-from-sales/
  • http://sloanreview.mit.edu/article/industrial-marketing-managing-new-requirements/
  • http://blog.hubspot.com/blog-search?q=frank%20Cespedes
  • http://jakehuber.files.wordpress.com/2013/03/opportunity-reading-7.pdf