Aligning Strategy And Sales

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Aligning Strategy and Sales

Author : Frank Cespedes
Publisher : Harvard Business Review Press
ISBN 13 : 1422196089
Total Pages : 329 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Aligning Strategy and Sales by : Frank Cespedes

Download or read book Aligning Strategy and Sales written by Frank Cespedes and published by Harvard Business Review Press. This book was released on 2014-08-12 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.

Aligning Strategy and Sales

Author : Frank V. Cespedes
Publisher : Harvard Business Press
ISBN 13 : 1422196054
Total Pages : 330 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Aligning Strategy and Sales by : Frank V. Cespedes

Download or read book Aligning Strategy and Sales written by Frank V. Cespedes and published by Harvard Business Press. This book was released on 2014 with total page 330 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes"--Publisher's description.

Sales Management That Works

Author : Frank V. Cespedes
Publisher : Harvard Business Press
ISBN 13 : 1633698777
Total Pages : 249 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Sales Management That Works by : Frank V. Cespedes

Download or read book Sales Management That Works written by Frank V. Cespedes and published by Harvard Business Press. This book was released on 2021-02-23 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

Aligned to Achieve

Author : Tracy Eiler
Publisher : John Wiley & Sons
ISBN 13 : 1119291798
Total Pages : 208 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Aligned to Achieve by : Tracy Eiler

Download or read book Aligned to Achieve written by Tracy Eiler and published by John Wiley & Sons. This book was released on 2016-09-01 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: A smart, practical guide to rocket-powered business growth Aligned to Achieve puts sales and marketing on the same page, creating a revenue 'dream team' that will drive your organization to new heights. Smart, practical explanations, case studies, and tips guide you toward action over theory, and dozens of examples illustrate the tangible effects of these changes in action at business-to-business companies. Written by sales and marketing executives who have made alignment work, this book is directed toward practitioners and leaders seeking to crack the code of sales and marketing alignment. Contributions by industry thought leaders and B2B executives provide fresh perspective and nuanced direction, while thoughtful, strategic, and well-supported guidance throughout helps you remove the obstacles standing in the way of your organization's financial and strategic goals. Misalignment between sales and marketing is an age-old problem—frequently lamented, but seldom addressed. As this schism grows amidst the evolving marketplace, its effects on top and bottom line performance are being felt more than ever before. This book shows you how to bring sales and marketing together effectively once and for all, leveraging their strengths to build an unstoppable force for growth. Understand the cost of misalignment and the driving forces behind it Learn strategies for improving your culture, process, leadership, and technology to initiate and support alignment Identify the best places to modify your sales and marketing programs to kickstart collaboration and cooperation between your teams Discover how other companies are uniting their sales and marketing teams into a single force for growth Walk away with practical advice on how to apply recommendation in the real world Misalignment is frustrating for everyone in sales, marketing, and leadership. It's also detrimental to your organization's performance—but the problem is not insurmountable. In fact, most of the obstacles it creates are self-inflicted, and entirely within control of leadership. Aligned to Achieve helps you identify and remove those obstacles, and build a culture of sustainable growth.

One Strategy

Author : Steven Sinofsky
Publisher : John Wiley & Sons
ISBN 13 : 0470560452
Total Pages : 326 pages
Book Rating : 4.4/5 (75 download)

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Book Synopsis One Strategy by : Steven Sinofsky

Download or read book One Strategy written by Steven Sinofsky and published by John Wiley & Sons. This book was released on 2009-11-23 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn from the concepts, capabilities, processes, and behaviors that aligned around one strategy with the hard-won, first-person wisdom found in One Strategy. Challenging traditional views of strategy and operational execution, this book-written by Microsoft executive Steven Sinofsky with Harvard Business School professor Marco Iansiti-describes how you can drive innovation by connecting the potential of strategic opportunities to the impact of operational execution. Lessons from the unique combination of real-world experience managing a large scale organization with academic research in strategy and innovation Reveals what it takes to align a complex organization around one strategy, manage its execution, and reach for "strategic integrity" Written by Microsoft executive Steven Sinofsky with Harvard Business School professor Marco Iansiti-a combined forty years of management and research experience A unique perspective on strategy development, alignment, and execution Drawn from Sinofsky's internal Microsoft blog where he communicated some of the management processes the team put to work while developing a 4,000 person, multi-year project-Microsoft Windows 7-One Strategy shares the hard-won insights you can use to successfully make the leap from strategy to execution.

Value-ology

Author : Simon Kelly
Publisher : Springer
ISBN 13 : 3319456261
Total Pages : 199 pages
Book Rating : 4.3/5 (194 download)

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Book Synopsis Value-ology by : Simon Kelly

Download or read book Value-ology written by Simon Kelly and published by Springer. This book was released on 2017-01-19 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer customized “value”. The book sets out how to establish a formal program to continuously capture customer intelligence and insights – the shiny gems of understanding that help prospects to connect the dots – so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain – not only get a new customer, but to continue to create value for future purchases by creating “post-sales” value.

Nonstop Sales Boom

Author : Colleen Francis
Publisher : AMACOM
ISBN 13 : 0814433774
Total Pages : 288 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Nonstop Sales Boom by : Colleen Francis

Download or read book Nonstop Sales Boom written by Colleen Francis and published by AMACOM. This book was released on 2014-08-13 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Has the last week of each quarter in your business become a mad scramble to meet quota? Do your year-end reports show sporadic and unexplainable highs some weeks that will be near impossible to meet next year, as well as mysterious lows that ruined your goals for a 10 percent increase? For many sales organizations, anomalies such as these are strangely commonplace and unshakeable without intentional efforts to ratify them. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team.Author and experienced sales leader for over twenty years Colleen Francis says the secret to leaving behind the roller-coaster reports and achieving sustaining, steady success is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement:• Attraction: Fill the funnel with lucrative prospects• Participation: Turn them into customers faster• Growth: Invest in valued clients• Leverage: Turn customers into referral generatorsWhen companies concentrate on only one or two of these areas, their results become erratic. But by becoming purposeful toward all four, simultaneously, they will systematically attract a regular flow of prospects and move them smoothly through the pipeline--taking the chaos and pressure away from the end of quarter for good!

Effective Talent Management

Author : Mark Wilcox
Publisher : Routledge
ISBN 13 : 131714550X
Total Pages : 320 pages
Book Rating : 4.3/5 (171 download)

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Book Synopsis Effective Talent Management by : Mark Wilcox

Download or read book Effective Talent Management written by Mark Wilcox and published by Routledge. This book was released on 2016-06-10 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Effective talent management is about aligning the business's approach to talent with the strategic aims and purpose of the organisation. The core rationale of any talent strategy should be to have a direct positive impact on the organisation's goals but in many cases this is not so. The ideas, principles and approaches outlined here will enable the reader to understand the strategic nature of talent and design a response that meets the needs of their own organisation. Case studies are used to illustrate the concepts and proven methodologies guide the day-to-day practice of the reader. The content will link the strategic intent of HR with the practical actions it takes to make a positive impact on the business's results. The author begins by examining the disconnected nature of talent management in many organisations; how at times it has been a response to trends and seen by many as a bolt on to HR and he proposes a different model, one that links clearly the development of a talent strategy with the achievement of a business strategy. Mark Wilcox summarises succinctly the case for a more strategic approach to talent management, one directly linked to business performance. He concludes that the time is now right for talent management, and therefore many HR managers, to move from a functional support role to one with a direct strategic impact on the business.

Marketing As Strategy

Author : Nirmalya Kumar
Publisher : Harvard Business Press
ISBN 13 : 1422163393
Total Pages : 304 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Marketing As Strategy by : Nirmalya Kumar

Download or read book Marketing As Strategy written by Nirmalya Kumar and published by Harvard Business Press. This book was released on 2004-05-05 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: CEOs are more than frustrated by marketing's inability to deliver results. Has the profession lost its relevance? Nirmalya Kumar argues that, although the function of marketing has lost ground, the importance of marketing as a mind-set--geared toward customer focus and market orientation--has gained momentum across the entire organization. This book challenges marketers to change their role from implementers of traditional marketing functions to strategic coordinators of organization-wide initiatives aimed at profitably delivering value to customers. Kumar outlines seven cross-functional and bottom-line-oriented initiatives that can put marketing back on the CEO's agenda--and elevate its role in shaping the destiny of the firm.

Mobilized Marketing

Author : Jeff Hasen
Publisher : John Wiley & Sons
ISBN 13 : 1118243269
Total Pages : 224 pages
Book Rating : 4.1/5 (182 download)

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Book Synopsis Mobilized Marketing by : Jeff Hasen

Download or read book Mobilized Marketing written by Jeff Hasen and published by John Wiley & Sons. This book was released on 2012-05-01 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Integrate your mobile marketing program and take your brand to the next level Mobile marketing is finally entering the forefront of the marketing realm as megabrands roll out million-dollar budgets and small businesses have turned to the channel for its affordability, measurability, and repeatable successes in producing sales and driving engagement and loyalty. Through insights from bold industry visionaries and fellow mobile pioneers, Mobilized Marketing takes readers through campaigns worth repeating and others that are not. Learn the many roads that marketers can take and the proven strategies and tactics that move products and build loyalty through the consumer's most personal device. With examples from the more than 130,000 campaigns developed by mobile marketing leader Hipcricket, Mobilized Marketing breaks down how brands of all sizes have performed in their mobile efforts—why some have failed and how others bravely turned to mobile. Demonstrates how to integrate mobile into marketing programs and how to effectively measure it Explains how to make your existing marketing spends work harder Delivers step-by-step instructions on how to optimize campaigns in real-time Shows how to determine which mobile tactics are keepers and which are not It's time to mobilize your marketing programs and drive your profits to new heights.

Compensating New Sales Roles

Author : Jerome A. Colletti
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 9780814426203
Total Pages : 452 pages
Book Rating : 4.4/5 (262 download)

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Book Synopsis Compensating New Sales Roles by : Jerome A. Colletti

Download or read book Compensating New Sales Roles written by Jerome A. Colletti and published by AMACOM Div American Mgmt Assn. This book was released on 2001 with total page 452 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.

Business Development Culture

Author : Alex Moyle
Publisher : Kogan Page Publishers
ISBN 13 : 0749481927
Total Pages : 249 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Business Development Culture by : Alex Moyle

Download or read book Business Development Culture written by Alex Moyle and published by Kogan Page Publishers. This book was released on 2018-09-03 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Adopt a sales-orientated approach to your business and facilitate the same attitude throughout your company's culture, by ensuring the objective of generating business profit is embraced by the entire organization - not just the sales team - to achieve long term growth. Business Development Culture defines how to facilitate a sales-oriented perspective throughout a company culture, enabling it to sell more on an ongoing and consistent basis. Highly practical in its approach, this book empowers readers to break away from the frustrations of missed opportunities and lost leads, and to escape the repetitive 'feast and famine' sales patterns. Providing direct guidance on the implementation of an immersive business development culture, this book will ensure that the wider objective of generating business profit is embraced by the entire organization, not just the sales team. Easily tailored to maximize current processes, this book features numerous tools and market-tested insights to support leaders in adapting their approach at both team and strategy levels. This invaluable guidance is supporting by impactful interviews from across the industry. Insightful, practical and directly relevant, it is an essential read to achieve stable, consistent growth, and ultimately, long-term profits.

Aligning Human Resources and Business Strategy

Author : Linda Holbeche
Publisher : Routledge
ISBN 13 : 1136444270
Total Pages : 514 pages
Book Rating : 4.1/5 (364 download)

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Book Synopsis Aligning Human Resources and Business Strategy by : Linda Holbeche

Download or read book Aligning Human Resources and Business Strategy written by Linda Holbeche and published by Routledge. This book was released on 2009-06-04 with total page 514 pages. Available in PDF, EPUB and Kindle. Book excerpt: What difference can the aspiring HR strategist really make to business value? In the new edition of her ground-breaking book, Linda Holbeche answers this question and provides the tools and insights to help HR managers and directors add value to the organization by implementing effective HR initiatives that are aligned to core business strategies. Featuring updated profiles and case studies from top HR strategists who have used their skills to deliver a variety of key business objectives, Aligning Human Resources and Business Strategy, 2nd edition provides inspiration and guidance on how to apply the theory to challenges in your organization. Learn how you can strengthen and prove the relationship between people strategy and business success through your approach to performance and development and impress at the highest levels with this new edition of an HR classic. Linda Holbeche is Director of Research and Policy at the Chartered Institute of Personnel and Development (CIPD). Linda chairs and speaks at meetings and conferences worldwide and appeared at number six in Human Resources magazine's HR most influential 2008 roll call of top industry thinkers.

Strategic Business Partner

Author : Dana Gaines Robinson
Publisher :
ISBN 13 : 9780369304186
Total Pages : 504 pages
Book Rating : 4.3/5 (41 download)

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Book Synopsis Strategic Business Partner by : Dana Gaines Robinson

Download or read book Strategic Business Partner written by Dana Gaines Robinson and published by . This book was released on 2009-01-22 with total page 504 pages. Available in PDF, EPUB and Kindle. Book excerpt: You'll note our reference to Human Resources and the term HR. We are viewing this area in its broadest sense, inclusive of the HR, Learning, and OD disciplines practiced today. Essentially, this book is written for people who work in the people side of any organization - for profit, not-for-profit, and public. This book is written from the perspective of someone who works within an organization, whether that organization is small or large. However, most of the techniques and practices are relevant to those individuals who work externally in a consultative role.

Aligning the Stars

Author : Jay W. Lorsch
Publisher : Harvard Business Review Press
ISBN 13 : 1422163180
Total Pages : 251 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Aligning the Stars by : Jay W. Lorsch

Download or read book Aligning the Stars written by Jay W. Lorsch and published by Harvard Business Review Press. This book was released on 2002-04-26 with total page 251 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most businesses rely on talent to succeed, but none so much as professional service firms. Within this rapidly expanding, trillion-dollar industry, professionals--and how they're managed--are the primary source of competitive advantage. In fact, success in this sector is determined more by the people you pay than the people who pay you. This path-breaking book provides readers with a practical and integrated perspective on how to win in the unique and tumultuous world of professional services. From strategy to organization to culture, it offers customized insights for businesses in which professionals drive bottom-line results and long-term company success. Respected academic Jay W. Lorsch and accomplished practitioner Thomas J. Tierney apply their broad experience to the realities of "Monday morning" decision making. Their work reflects decades of personal experience, combined with a rigorous study of outstanding professional service firms in industries that include law, information technology, accounting, advertising, investment banking, executive search, and consulting. Aligning the Stars explains what differentiates the "best of the best" within professional services. By describing how to attract, retain, motivate, organize, and lead the stars that shape a company's destiny, this book provides valuable lessons for the current and future leaders of every talent-driven business.

Revenue Operations

Author : Stephen G. Diorio
Publisher : John Wiley & Sons
ISBN 13 : 1119871123
Total Pages : 292 pages
Book Rating : 4.1/5 (198 download)

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Book Synopsis Revenue Operations by : Stephen G. Diorio

Download or read book Revenue Operations written by Stephen G. Diorio and published by John Wiley & Sons. This book was released on 2022-04-19 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Crush siloes by connecting teams, data, and technologies with a new systems-based approach to growth. Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With Revenue Operations, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find: Real-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses. The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets. Nine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs. The skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years. An indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.

Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence

Author : Roderick Jefferson
Publisher : Poppy Court Publishing
ISBN 13 : 1736190911
Total Pages : 120 pages
Book Rating : 4.7/5 (361 download)

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Book Synopsis Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence by : Roderick Jefferson

Download or read book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence written by Roderick Jefferson and published by Poppy Court Publishing. This book was released on 2021-04-23 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization.