Aligning Strategy And Sales
DOWNLOAD
Download Aligning Strategy And Sales PDF/ePub or read online books in Mobi eBooks. Click Download or Read Online button to get Aligning Strategy And Sales book now. This website allows unlimited access to, at the time of writing, more than 1.5 million titles, including hundreds of thousands of titles in various foreign languages. If the content not found or just blank you must refresh this page
Aligning Strategy And Sales
DOWNLOAD
Author : Frank V. Cespedes
language : en
Publisher: Harvard Business Press
Release Date : 2014
Aligning Strategy And Sales written by Frank V. Cespedes and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Business & Economics categories.
"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
DOWNLOAD
Author : Frank V. Cespedes
language : en
Publisher: Harvard Business Press
Release Date : 2021-02-23
Sales Management That Works written by Frank V. Cespedes and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-02-23 with Business & Economics categories.
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
DOWNLOAD
Author : Tracy Eiler
language : en
Publisher: John Wiley & Sons
Release Date : 2016-09-26
Aligned To Achieve written by Tracy Eiler and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-09-26 with Business & Economics categories.
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.
Aligning The Stars
DOWNLOAD
Author : Jay Lorsch
language : en
Publisher: Harvard Business Review Press
Release Date : 2002-04-26
Aligning The Stars written by Jay Lorsch and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-04-26 with Business & Economics categories.
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.
Aligning Strategy And Sales
DOWNLOAD
Author : Frank Cespedes
language : en
Publisher: Harvard Business Review Press
Release Date : 2014-08-12
Aligning Strategy And Sales written by Frank Cespedes and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-08-12 with Business & Economics categories.
"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.
One Strategy
DOWNLOAD
Author : Steven Sinofsky
language : en
Publisher: John Wiley & Sons
Release Date : 2009-11-23
One Strategy written by Steven Sinofsky and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-11-23 with Business & Economics categories.
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.
Strategic Business Partner
DOWNLOAD
Author : Dana Gaines Robinson
language : en
Publisher: ReadHowYouWant.com
Release Date : 2009-01-09
Strategic Business Partner written by Dana Gaines Robinson and has been published by ReadHowYouWant.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-01-09 with Business & Economics categories.
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.
Strategic Customer Management
DOWNLOAD
Author : Nigel F Piercy
language : en
Publisher: OUP Oxford
Release Date : 2009-03-12
Strategic Customer Management written by Nigel F Piercy and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-03-12 with Business & Economics categories.
A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.
Marketing As Strategy
DOWNLOAD
Author : Nirmalya Kumar
language : en
Publisher: Harvard Business Press
Release Date : 2004-05-05
Marketing As Strategy written by Nirmalya Kumar and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-05-05 with Business & Economics categories.
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.
Aligning Human Resources And Business Strategy
DOWNLOAD
Author : Linda Holbeche
language : en
Publisher: Routledge
Release Date : 2012-05-04
Aligning Human Resources And Business Strategy written by Linda Holbeche and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-04 with Business & Economics categories.
What difference can an aspiring HR strategist really make to business value? Is HR making the most of its new opportunities to become a pivotal part of the business? In a world where HR can suffer from a low, administrative profile, Linda Holbeche shows how some HR strategists have impressed and delivered at the highest level. Building on surveys undertaken through Personnel Today magazine, and research via Roffey Park Institute, Holbeche provides a set of tools and case studies that show how HR strategists have utilised their skills to deliver a variety of key business objectives, often within their current job role. The relationship between an effective people strategy and business success is hard to quantify in financial terms, but Holbeche provides persuasive examples to add to the growing body of evidence. Case studies include Mergers & Acquisitions policies, organizational design, retaining high flyers in an international environment, and core competency approaches. Linda Holbeche's previous book on Motivating People in Lean Organizations was shortlisted for the MCA book prize in 1998.