The best-selling book of the year -- strategy+business magazine

The difference between your company's sales effort and its strategy is real and constitutes a major vulnerability. Harvard Business School professor, Frank Cespedes, in the book Aligning Strategy and Sales, focuses on how to connect your market initiatives with strategic objectives.

It offers a roadmap for expressing strategy in a way that is understandable to people in the field, enhancing the behavior required for profitable growth. Without this connection, leaders ask for better execution when they need better strategy or change strategic direction at great cost and disruption when they should focus on the basics of sales execution.

With carefully, clearly, and engagingly presented examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the main levers available for effective selling in any organization. It will give you the knowledge and tools to move from ideas to action and build a sales effort that connects with your company's unique goals, not a generic sales formula.

Cespedes shows how sales efforts affect all elements of value creation in a business, whether you're a start-up seeking to expand or an established company looking for new growth. The book provides essential insights for optimizing your company's customer management activities and thus improving sales and strategy.

Pages: 336, Dimensions: 15.5x15.5cm