Interview with Harvard University professor and author of this year’s best sales book Frank Cespedes

By: Kim Mi-yeon Frank Cespedes teaches at Harvard Business School. His new book, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press) has been called “the best sales book of the year” (Strategy + Business),“a must read” (Gartner Group), and “perhaps the best sales book ever” (Forbes). […]

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More Universities Need to Teach Sales

By Frank Cespedes and Daniel Weinfurter For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated […]

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The Best Ways to Hire Salespeople

By Frank Cespedes and Daniel Weinfurter Many firms talk about talent management, but few deal systematically with a basic fact: average annual turnover in sales is 25 to 30%. This means that the equivalent of the entire sales organization must be hired and trained every four years or so, and that’s expensive. Consider these stats. […]

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