by Frank Cespedes | Dec 9, 2014 | Aligning Strategy and Sales, Interviews
Frank sat down with Linda Richardson of Top Sales Magazine to discuss “Translating Strategy into Sales Behaviors That Win.” Read the full article in Top Sales Magazine.
by Frank Cespedes | Nov 25, 2014 | Aligning Strategy and Sales, Articles
It’s tough for people to implement what they don’t understand. Communicating priorities to the front line, especially salespeople, is highly correlated with business performance. Conversely, this “middle ground” is where strategy execution often breaks down. Yet, many...
by Frank Cespedes | Nov 17, 2014 | Aligning Strategy and Sales
The gap between your company’s sales efforts and strategy can be a huge vulnerability, says a new book. But there are ways to link your go-to-market initiatives with strategic goals. If you want people in the field to understand your strategic initiatives and...
by Frank Cespedes | Nov 14, 2014 | Aligning Strategy and Sales
Excited to announce “Aligning Strategy & Sales” is in the running for the Top Sales & Marketing Book of 2014. To cast your vote, please take a minute to click on the link below. Appreciate your support in advance! Click here to...
by Frank Cespedes | Nov 13, 2014 | Aligning Strategy and Sales
“Aligning Strategy & Sales” was named to the 800-CEO-READ Business Book Awards Longlist as one of the best sales books of 2014. Read more on 800-CEO-READ.
by Frank Cespedes | Nov 12, 2014 | Aligning Strategy and Sales, Articles
Putting the right team on the field is crucial, especially in sales, where differences in individual performance are greater than in other functions. Studies in B2B contexts find that rep performance in similar territories often varies by 300 percent, while in retail...
