by Frank Cespedes | Sep 18, 2020 | Uncategorized
Please note that this article first appeared in Top Sales Magazine July 2020 and is written by Frank Cespedes and David Hoffield. Cascading bankruptcies, higher debt loads, and uncertainty about future waves of infection mean a tightening of budgets, resistance to...
by Frank Cespedes | Jul 7, 2020 | Uncategorized
Interview, “Frank Cespedes: The Role of the Sales Force in Pricing Strategy Implementation” [Chapter 4 of Pricing Strategy Implementation: Translating Pricing Strategy into Results, ed. Andreas Hinterhuber and Stephan M. Liozu; Routledge, 2020] What are key...
by Frank Cespedes | Jun 9, 2020 | Uncategorized
Frank Cespedes: Media Bias? But Not What You Think It Is. This article originally appeared on Medium on May 18, 2020. Media Bias? But Not What You Think It Is Frank V. Cespedes In the current crisis, news outlets have doubled down on a certain narrative about online...
by Frank Cespedes | Jun 9, 2020 | Uncategorized
This article was originally posted in Harvard Business School’s Working Knowledge on May 4, 2020. Businesses are starting to plan their re-entry into the market, but how do they know what that market will look like? Frank V. Cespedes warns against putting too...
by Frank Cespedes | May 8, 2020 | Uncategorized
Note: This article originally appeared in Top Sales Magazine May 2020 issue pages 28-29. You can find digital access to this article here. Even in good times, life in a sales organization is filled with short term deadlines and pressures: sales per quarter, sales per...