Frank V. Cespedes > Quotes

“The main thing is to keep the main thing the main thing. —Attributed to Jim Barksdale, Stephen Covey, Steve Jobs, the band Last Call, and others”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“for most firms, the largest, most difficult, and most expensive part of strategy implementation is aligning sales and go-to-market efforts with the company's espoused strategies and goals.”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“Aligning strategy and sales is the most difficult part of implementation because it involves a combination of factors: a coherent strategy, the right incentives, hiring, developing a performance culture, and sustaining field behaviors in the face of market changes largely outside the control of the seller.”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“Culture eats strategy for breakfast”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“Some people have twenty years of experience, while others have one year of experience twenty times.”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“But when everything is important, no one thing is truly important and efforts, rewards, and motivation suffer.17 Strategy is choice.”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“Time is a great teacher. Unfortunately, it kills all its pupils. —Hector Berlioz”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

“people don't buy two-inch drill bits; they buy two-inch holes.”
― Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling