Media

Senior Lecturer at Harvard Business School and author of Sales Management That Works, Aligning Strategy and Sales, as well as other books and articles.

Frank Cespedes

Get Ready to Sell

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...

Reframing Value in a Crisis

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...

Media Bias? But Not What You Think It Is

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...

Sales Leadership During and After the Crisis

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...

Sales Methodologies and Selling

Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate.Hence,...

sales managment that works

Get a free preview of Frank's new book!

 

To stay up-to-date with Frank and his work, please add your first name and email address. You may receive occasional email updates, including information about his upcoming book release.

You have Successfully Subscribed!