The Last Link: Closing the Gap that is Sabotaging Your Business

The Last Link: Closing the Gap that is Sabotaging Your Business

by Gregg Crawford
     
 

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In Gregg Crawford�s twenty-fi ve years combating profi t killers for Fortune 500 companies, he has discovered that most organizations have the same weaknesses. The same problems eat away at their margins and revenue, sabotage corporate growth, and destroy competitive standing. There is a gap, a disconnect, between their careful plans and what actually

Overview

In Gregg Crawford�s twenty-fi ve years combating profi t killers for Fortune 500 companies, he has discovered that most organizations have the same weaknesses. The same problems eat away at their margins and revenue, sabotage corporate growth, and destroy competitive standing. There is a gap, a disconnect, between their careful plans and what actually happens.

Companies have almost everything they need to succeed. All that�s missing is one final connection�the last link. in The Last Link, Crawford offers sharp, researched analysis; practical company-wide fixes; and a watertight implementation process to move the numbers in the right direction.

Focusing attention on the sales organization, where revenue, margins, and customer relationships are determined, he demonstrates the connection that makes all the diff erence in a company�s bottom line�for the next quarter, and for every quarter after.

About the Author
GREGG CRAWFORD is a world-renowned execution specialist, a keynote speaker, and the founder of BayGroup International, a consulting and performance improvement firm that has transformed companies for more than twenty-five years.

Editorial Reviews

Publishers Weekly - Publishers Weekly
This book's vague title obscures its real subject: how sales people and their managers can better support corporate strategy by streamlining the sales process. Consultant Crawford urges executives to focus on what he calls "Pivotal Agreements": elements that are crucial in determining whether every sale meets broader company objectives. For example, if a sales team doesn't achieve the pivotal agreement to defer price negotiations until late in the sales cycle, prices will probably fail to satisfy profit objectives. To create appropriate pivotal agreements, Crawford recommends a "3D Model" involving data, dialogue and discipline to "close the gap" between strategy and sales. The concept is sound, and the author's warning that merely racking up a high volume of sales is unlikely to guarantee long-term profitability is well taken. But the book is larded with consultant-speak, short on concrete details and lacks examples. Three pages about the importance of "the Sales Execution Plan" explain this document's value, but don't provide a sample or show readers how to create one. The book concludes with a playlet in which executives commit sales blunders that the author warns against-a last-ditch attempt to make this tome a bit more vivid. (Mar.) Copyright 2007 Reed Business Information.

Product Details

ISBN-13:
9781929774425
Publisher:
Greenleaf Book Group Press
Publication date:
04/01/2007
Edition description:
New Edition
Pages:
224
Product dimensions:
6.38(w) x 9.32(h) x 0.85(d)

What People are saying about this

� In The Last Link, Gregg Crawford presents the answer to the single biggest challenge all CEOs face in rapidly changing environments�how to execute strategy in the daily interactions between frontline people and their customers. The wisdom that Gregg has gained from years of watching this critical interface shines through on every page. �
�Morley Winograd, USC, Marshall School of business

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