by Frank Cespedes | Jun 21, 2021 | Uncategorized
By Frank Cespedes and Zoran Latinovic Please note that this article originally appeared in the European Business Review on May 18, 2021. In a study before the pandemic, PricewaterhouseCoopers[1] found that companies had made little progress in the previous decade...
by Frank Cespedes | Jun 21, 2021 | Uncategorized
By Frank V. Cespedes April 5, 2021 Please note that this article first appeared in the Harvard Business Review on April 5, 2021. Companies have experienced a surge of online orders during the pandemic. As the crisis eases,leaders need to decide whether the dramatic...
by Frank Cespedes | Mar 25, 2021 | Uncategorized
Harvard Business School professor and sales expert Frank Cespedes gets straight to the point in a recent Q&A with CIENCE about his newly released book, Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review...
by Frank Cespedes | Jan 12, 2021 | Uncategorized
Please note that this article was originally published in Top Sales Magazine January 2021. Consider these stats: Average turnover in sales across industries ranges from 20% to 30% annually, meaning that atmany companies the equivalent of the entire sales force must be...
by Frank Cespedes | Sep 18, 2020 | Uncategorized
Please note that this article originally appeared in Top Sales Magazine September 2020 edition. Digital access can be found here. The long-term impact of the pandemic is uncertain. Hope for a V-shaped economic recovery, but don’t count on it. During the 2008-2009...
