by Frank Cespedes | Mar 26, 2024 | Uncategorized
Note: this article first appeared at the Harvard Business Review online, here. Summary. Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But,...
by Frank Cespedes | Jan 8, 2024 | Uncategorized
Note: This article first appeared in the December 2023 article of Top Sales Magazine. Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for...
by Frank Cespedes | Nov 29, 2023 | Uncategorized
Note: This article first appeared in the October edition of Top Sales Magazine. There are few alternatives to growth for most companies. It’s the rare firm whose goal involves getting smaller and, for employees, there is a strong correlation between their company’s...
by Frank Cespedes | Sep 25, 2023 | Uncategorized
You can watch Frank’s interview with the Beltway Broadcast podcast here, where he discusses the purpose of performance reviews and shares some best practices.
by Frank Cespedes | Sep 25, 2023 | Uncategorized
Note: this article originally appeared in the European Business Review, and is co-written with Ben Plomion of Dibbs. The hype about NFTs might be over, but when carefully deployed, they remain a viable tool for brand engagement, customer reward, and revitalising a...
by Frank Cespedes | May 24, 2023 | Uncategorized
Note: This article, co-written with Mike Schultz, first appeared in Training Industry here. Front-line sales managers hire reps and influence their training, guide rep action plans and ongoing execution from day one, provide (we hope) feedback to reps and so reinforce...