by Frank Cespedes | Sep 25, 2023 | Uncategorized
You can watch Frank’s interview with the Beltway Broadcast podcast here, where he discusses the purpose of performance reviews and shares some best practices.
by Frank Cespedes | Sep 25, 2023 | Uncategorized
Note: this article originally appeared in the European Business Review, and is co-written with Ben Plomion of Dibbs. The hype about NFTs might be over, but when carefully deployed, they remain a viable tool for brand engagement, customer reward, and revitalising a...
by Frank Cespedes | May 24, 2023 | Uncategorized
Note: This article, co-written with Mike Schultz, first appeared in Training Industry here. Front-line sales managers hire reps and influence their training, guide rep action plans and ongoing execution from day one, provide (we hope) feedback to reps and so reinforce...
by Frank Cespedes | May 8, 2023 | Uncategorized
Note: This article, co-written with Jacco van der Kooij, first appeared at Harvard Business Review online here. Summary. Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach...
by Frank Cespedes | Apr 6, 2023 | Uncategorized
Note: This article first appeared on Harvard Business Review online here. Summary. Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and...
