by Frank Cespedes | Sep 8, 2014 | Aligning Strategy and Sales, Articles
The goal of strategy is profitable growth, meaning economic value above the firm’s cost of capital. There are basically four ways to create that value: (1) invest in projects that earn more than their cost of capital; (2) increase profits from existing capital...
by Frank Cespedes | Sep 5, 2014 | Aligning Strategy and Sales, Articles
In the first decade of the 21st century, less than half of all startups in the U.S. survived beyond three years. And of the nearly 44,000 companies founded in 2000 and listed in the Capital IQ database, less than six percent achieved more than $10 million in revenues...
by Frank Cespedes | Sep 4, 2014 | Aligning Strategy and Sales
Every year, U.S. companies spend more than $900 billion on their sales forces, but typically see only 50 to 60 percent of the financial performance they’re promised. The problem, Harvard Business School Professor Frank Cespedes says, is the “disconnect...
by Frank Cespedes | Sep 2, 2014 | Aligning Strategy and Sales
For a business to grow, it must have a strategy and that strategy must be aligned with sales. The problem is often companies don’t have a strategy, or if they do, there’s a gap between that strategy and what their sales teams are doing. “Research...
by Frank Cespedes | Sep 1, 2014 | Aligning Strategy and Sales, Reviews
Every company needs a strategy—a forward-looking plan for the future—and every company needs to keep that bottom line growing through sales. But all too often, the folks devising the grand plan and the folks sealing the deals are not on the same page. In his new book,...
