In this episode Frank Cespedes takes a deep dive into his book Aligning Strategy and Sales where he brings business strategy and sales together in order to make your business scale.
In his book Cespedes teaches you how to bring together your strategy with the behaviors you’re going to need in selling in order to execute that strategy. The goal of the book is to offer 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.
This book is perfect for entrepreneurs or CEOs who are looking to scale a new startup or create new sustainable growth of an already established business.
About Frank Cespedes:
“I am currently a professor at Harvard Business School. I was a professor at Harvard for 11 years before leaving to run a business for 12 years, sold the business and returned to Harvard about five years ago.
My academic research always focused on go-to market elements including channels and sales management but when I left Harvard and ran a business for 12 years I had to meet payroll and sales. After getting lucky in business and returning to Harvard I taught strategy for a few years. The fact is that despite decades of attention to so called strategic planning there really is remarkably little research about how to link strategy with the nitty-gritty of field execution.” – Frank Cespedes
For a detailed summary of Aligning Strategy and Sales according to Frank Cespedes CLICK HERE
Related Books:
Hyper Sales Growth by Jack Daly
High Profit Selling by Mark Hunter
The Trusted Advisor by Robert Galford
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