by Frank Cespedes | Nov 13, 2014 | Aligning Strategy and Sales
“Aligning Strategy & Sales” was named to the 800-CEO-READ Business Book Awards Longlist as one of the best sales books of 2014. Read more on 800-CEO-READ.
by Frank Cespedes | Nov 12, 2014 | Aligning Strategy and Sales, Articles
Putting the right team on the field is crucial, especially in sales, where differences in individual performance are greater than in other functions. Studies in B2B contexts find that rep performance in similar territories often varies by 300 percent, while in retail...
by Frank Cespedes | Nov 6, 2014 | Aligning Strategy and Sales, Articles
Perhaps it’s time for a re-think of “Death of a Salesman.” After two decades of talk about the “new economy” and the “disruption” of certain professions by the Internet, you might think that sales as we know it is as stale and outdated as Willy Loman — a function that...
by Frank Cespedes | Oct 28, 2014 | Aligning Strategy and Sales, Articles
Strategy has shrunk. For many firms and even for some prominent strategy consultants, the concept is now nothing more than “just-in-time decision making” or “a few critical initiatives” or other variations on “adaptability.” Driving this view is a set of assumptions:...
by Frank Cespedes | Oct 22, 2014 | Aligning Strategy and Sales
TEL 074 – Aligning Strategy and Sales with Frank Cespedes Harvard Business School Professor Frank Cespedes sits down with Wade Danielson at The Entrepreneurs Library for a deep dive into “Aligning Strategy and Sales.” Read the full interview...
