A business expert explains how any business can strengthen
its numbers by making the connection between corporate strategy and customer
interface—between planning and sales.
Most organizations have the same weakness. There is a gap
between their careful plans and what happens at the point where the sales force
meets the customer. In his twenty-five years combating profit-killers for
Fortune 500 companies, Gregg Crawford has seen this again and again. Companies
have almost everything they need to succeed. All that’s missing is one final
connection—the last link.
Countless companies spend millions of dollars to develop and
disseminate strategies they believe will lead to corporate growth, strong
profits, and secure margins. Often, these strategies become expensive bookends.
Crawford exposes the money pit that impotent strategies create; offers sharp,
researched analysis and practical company-wide fixes; and describes a
watertight implementation process to move the numbers in the right direction—by
linking strategy with sales.
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