by Frank Cespedes | Nov 25, 2019 | Uncategorized
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,...
by Frank Cespedes | Nov 4, 2019 | Uncategorized
Sales’ Role in Strategy: Is It...
by Frank Cespedes | Aug 29, 2019 | Uncategorized
PCHYBURRS/GETTY IMAGES by: Frank V. Cespedes and Tracy DeCicco This article was originally published in Harvard Business Review on August 19th, 2019 Few people in sales would dispute the importance of bringing insights to customer conversations. One might...
by Frank Cespedes | Jun 7, 2019 | Uncategorized
by: Frank V. Cespedes and Leon Poblete This article was originally published in Harvard Business Review on June 3rd, 2019 Most research and training in sales focuses on acquiring customers, but, as ecosystems become increasingly dynamic and discontinuous, it’s also...
