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TV SalesChats / Sales Management / Jun 14, 2017 / 2302 

#SalesChats Ep: 29 Aligning Strategy and Sales with Frank Cespedes

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Salespeople are, by nature, independent thinkers. That is all well and good, but at the same time if sales isn’t aligning with company strategy or, worse, is actually conflicting with company strategy, results and revenue can suffer.

How can sales be aligned with company strategy? Author and Harvard teacher Frank Cespedes, joined our hosts John Golden and Martha Neumeister, to explore this vital subject.

Episode Question

  1. What are some challenges companies are confronted with when it comes to strategy and sales?
  2. What are the key facts leaders have to ensure they align strategy and sales successfully?
  3. What are some common mistakes you see people make when aligning strategy and sales?

Our Guest

Frank Cespedes

is the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. He is the author of six books and many articles in Harvard Business Review, The Wall Street Journal, California Management Review, and other publications. His latest book is Aligning Strategy and Sales is available from the Sales POP! bookstore.

Links › frankcespedes.com | twitter.com | linkedin.com

Our Hosts

John Golden

John is the Amazon Best Selling Author of “Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories.” He recently published his second book “Social Upheaval: How to Win at Social Selling.” A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO at Pipeliner CRM.

Martha Neumeister

Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

About Author

Frank Cespedes teaches at Harvard Business School and is the author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as “the best sales book of the year” (Strategy + Business), “a must read” (Gartner Group), and “perhaps the best sales book ever” (Forbes).

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