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Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling Hardcover – September 2, 2014
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the best sales book of the year. I know we’ve got a few months left in 2014, but I’m not too worried that I’ll be proven wrongI’ve been waiting for a sales book like this one for a long time and the odds that another will appear before December 31 are long indeed.” Aligning Strategy and Sales is well worth the cover price.” strategy+business magazine
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.” 800 CEO READ
the book is a must read.” Gartner
Frank Cespedes was named one of the Top 50 Sales & Marketing Influencers” by Top Sales World
ADVANCE PRAISE for Aligning Strategy and Sales:
Lou D’Ambrosio, Chairman, Sensus; former CEO, Sears Holdings and Avaya Inc.
Finally . . . a business book with real, pragmatic insight about the crucially important, but often ignored, discipline of sales and why it’s vital to any plausible strategy. Written in an effective and sometimes edgy tone, Aligning Strategy and Sales is a compelling playbook for companies looking to accelerate their growth.”
Jeffrey Bussgang, General Partner, Flybridge Capital Partners
You spend a lot on sales. A LOT. Read Cespedes’ wise words to get a better handle on how to make your sales investments pay off through smart, strategic alignment.”
Charles Wilson, CEO, Booker Group
It often feels like salespeople are from Mars and strategists from Venus. Little wonder so many strategies fail when tested by real-world customer contact. Whether you are in sales, strategy, or a CEO, you should read this book. It addresses thorny issues like culture and compensation, and it will help you get results.”
Mardia van der Walt, Senior Vice President, Middle East and Africa, T-Systems International
The execution of strategy within an organization is dependent on two critical elements: the creation of a culture that enables strategy execution, and the ability of the sales force to execute on the sales tasks aligned to the strategy. And this is what Frank Cespedes manages to do with Aligning Strategy and Sales.”
Jeanne O’Kelley, cofounder and CEO, Blueprint Technologies
Frank Cespedes has brilliantly captured why aligning strategy and sales is so darn difficult. He walks you through the alignment process in a methodical yet witty manner, reminding you of the nitty-gritty intricacies that will provide the wind in the sails of your strategy. This book should be required reading for all senior executives and sales managers.”
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Top Customer Reviews
-Very good overview for someone new to sales or with a narrow role trying to expand their understanding of how their individual selling role fits into the broader company. Provides a survey course of all the key sub-functions / adjacent functions and how they are critical for a successful sales operation (finance, HR, compensation, incentive systems, sales operations, recruitment, training, management, marketing, etc.). This book will allow the reader to understand how the different pieces of the machine interact and operate with a more nuanced understanding of their organization.
-For more seasoned executives, individuals with a critical interface with sales, or those middle managers looking to expand their roles, this book acts as a checklist to ensure best in class behavior. Each chapter should produce a number of opportunities to evaluate yourself against best in class and identify ways in which your current model may not be totally aligned.
-For an academic this book is exceedingly practical and real-world rather than pie in the sky ideas. It understands that sales is not easy or totally controllable and does not suggest "consulting" solutions.
-The book intentionally takes a very high level perspective. An individual looking to go deep on any one topic or to get the latest innovation in management thinking should look for best of breed books elsewhere.
-Cespedes at times can be a long-winded writer, taking a bit longer than the reader would like on specific topics often not core to sales
This is a book that eschews barely warmed over consulting aphorisms in favour of blunt reality and makes most strategy books look like packet fortune cookies sitting wanly in front of a succulent and fragment Peking Duck dinner. Even more importantly, this is not a book filled with shallow answers but designed to provoke deeply insightful questions. Strategy may be hard, but with books like this, getting to the answers should become easier. Outstanding.
This book should be required reading for every startup sales leader. I can personally validate Frank's research with my experience creating, leading, and executing the B2B sales strategy at GrubHub. Frank's insights provide a clear path for turning strategy into focused and specific actions.
If you're a startup sales leader, I recommend reading this book along with The Lean Startup, The Innovator's Dilemma, Discipline of Market Leaders, and Predictable Revenue.
I would have written this book totally different. First, he never really defines what a company strategy is. He assumes we already know. Im not convinced he knows anything about sales. A company can have a global strategy, which is dressed up by marketing, but the sales person must adapt the global strategy to the specific country, account type, distribution eco-system and so on. That is the talent and value of the sales person. THAT’S WHAT HE SHOULD HAVE WRITTEN ABOUT. The executive management cant micro manage to make sure the global strategy is align with sales because that would be a serious waste of time. They can at a higher level. Here is an example of how stupid this book is.Read more ›
Most Recent Customer Reviews
OK. Expected more of it. Concepts are right but no breakthrough.Published 19 hours ago by M. Cesario
Aligning Sales and Strategy is a must read for any sales executive because book contains not just theory but practical, actionable advice that any sales and marketing executive... Read morePublished 4 months ago by Charles H. Warner
The book explains the key decisions an organization has to make to maximize its results through sales It is frequent that many companies overlook those decisions sending the sales... Read morePublished 11 months ago by Amazon Customer
Good book for people with experience. A little bit difficult to follow some part of the book because the author introduce many subjects linked to the strategy under the umbrella... Read morePublished 13 months ago by PENVEN
This book clarify the different between sales task and sales behaviors. Both are importance in getting strategy become real and tangible.Published 13 months ago by Koong
There are a number of actionable tactics to leverage. Strategy, product and sales management professionals will find value; for either b2b or large consumer oriented organizations.Published 13 months ago by DSM