This week Likeable Radio embraces the new, with our first ever Meerkat session – fueled by host Dave Kerpen’s passion for the new streaming video app. This week’s guest is Frank Cespedes, a senior lecturer at Harvard Business School who has consulted businesses around the world. He has written over 40 case studies about companies […]
CFOs play an increasingly integral role within an organization – so much so that Frank Cespedes, Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School and author of “Aligning Strategy and Sales,” says that CFOs can and should start acting as a catalyst to help integrate roles across C-Suite functions, particularly between the sales and […]
The gap between a company’s sales and strategy are important now more than ever. While we may or may not be recovering from a lengthly recession, it has been a slippery slope towards recovery for many years. The average S&P company decreased its COGS by over 250 basis points, indicating that the prolonged recession has […]
Companies typically spend more hiring their sales forces than any other function in an organization, yet sales managers often aren’t adept at assessing the right skills to make good hires. It’s time to turn that around in order to drive better bottom-line results. If you want people in the field to understand your strategic initiatives […]
In the preface to Aligning Strategy and Sales, Frank Cespedes writes; “Selling is, by far, the most expensive part of implementation for most firms… The amount invested in sales forces (including salaries, benefits, and other components of SG&A — selling, general and administrative expenses) is about $900 billion annually. This is more than five times […]
Frank sat down with Linda Richardson of Top Sales Magazine to discuss “Translating Strategy into Sales Behaviors That Win.” Read the full article in Top Sales Magazine.