by Frank Cespedes | Aug 25, 2014 | Aligning Strategy and Sales, Articles
One of the best books ever written about selling is David Dorsey’s The Force. Dorsey turns a year in a Xerox sales district in Cleveland into a riveting drama about people, accounts, the operatic highs and lows of the sales cycle, and the triumph of making quota....
by Frank Cespedes | Aug 15, 2014 | Aligning Strategy and Sales, Articles
It’s become commonplace for observers to tout the transformative potential of digital technologies and bemoan the allegedly slow pace at which companies support these initiatives. Two recent blogs published by HBR.org are representative and, I believe, wrong. Walter...
by Frank Cespedes | Aug 5, 2014 | Aligning Strategy and Sales, Articles
Teamwork. Whether in meetings or retreats, there’s no doubt you’ve heard these words repeatedly preached by senior executives. However, few firms actually focus on alignment where it counts most: linking big-picture strategy with the nitty-gritty of customer...
by Frank Cespedes | Jul 29, 2014 | Aligning Strategy and Sales, Reviews
With so many books focused on the elevator pitch, closing the sale, or other minute sales techniques, Aligning Strategy and Sales is a refreshing change of pace. Frank Cespedes digs deeper into improving a company’s sales and performance by looking at creating...
by Frank Cespedes | Jun 15, 2014 | Aligning Strategy and Sales, Reviews
Aligning Strategies and Sales is a book that can help growing small businesses make enterprise level decisions and appreciate the potential results more clearly. What does it take to be effective? Moreover what does it take to be effective at the right time? Given the...
