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Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling / Frank V. Cespedes. Boston, Massachusetts : Harvard Business Review Press, 2014x, 313 p. : ill. ; 24 cm.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.
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Generational selling tactics that work : quick and dirty secrets for selling to any age group / Cam Marston. Hoboken, NJ : John Wiley & Sons, 2011241 p. ; 23 cm.All your customers like the same type of service, right? And all your products should be sold the same way to all prospects, right? And the reasons you like your product and service are the same reasons your buyers should like it, right? Wrong! What your sales team doesn t know about Gen Xers, Boomers, Matures, and Millennials impacts the bottom line. Each generation s differing values creates differing expectations Read more...
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HBR's 10 must reads : on sales / Harvard Business Review Press. Boston, Massachusetts : Harvard Business Review Press, 2017v, 176 p. : ill, maps ; 21 cm.If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success
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Relationship selling / Mark W Johnston, Greg W Marshall. Boston : McGraw-Hill/Irwin, 2008xxvii, 446 p. : col. ill. ; 26 cm.Focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers.
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