by Frank Cespedes | Mar 11, 2016 | Articles
The Dialogue That Rarely Happens Frank V. Cespedes Originally published in Top Sales magazine (February, 2016) In any organization, influence is bestowed as well...
by Frank Cespedes | Feb 26, 2016 | Uncategorized
By Frank V. Cespedes and Jacco van der Kooij You see Pareto’s Principle applied to sales all the time — the top 20% of a sales force produces 80% of a company’s revenues and margins — and it’s applicable in a variety of sectors. In B2B contexts, for example, rep...
by Frank Cespedes | Feb 1, 2016 | Uncategorized
By Frank V. Cespedes and Steve Thompson When formulating a strategy, markets and segments are important categories to consider. But a market never buys anything. Only customers buy. To borrow a telecom industry metaphor, a deal with a customer is the “last mile” in...
by Frank Cespedes | Dec 14, 2015 | Uncategorized
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...
by Frank Cespedes | Dec 14, 2015 | Uncategorized
By Frank Cespedes & Tiffani Bova Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and...
