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

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 ...

See more details below
Hardcover (New Edition)
$19.24
BN.com price
(Save 12%)$21.95 List Price
Other sellers (Hardcover)
  • All (44) from $1.99   
  • New (3) from $3.99   
  • Used (41) from $1.99   
Sending request ...

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.

Read More Show Less

Editorial Reviews

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.
Read More Show Less

Product Details

  • ISBN-13: 9781929774425
  • Publisher: Greenleaf Book Group Press
  • Publication date: 4/1/2007
  • Edition description: New Edition
  • Pages: 224
  • Product dimensions: 6.38 (w) x 9.32 (h) x 0.85 (d)

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)