by Frank Cespedes | Mar 27, 2023 | Uncategorized
Note: this article, by myself, Jay Galeota, and Michael Wong, first appeared here at Sales and Marketing Management. Most strategies are about growing the business. But about one-quarter of companies do not grow at all and, even before the pandemic, only one in eight...
by Frank Cespedes | Mar 21, 2023 | Uncategorized
This article first appeared in Top Sales Magazine. Few customers want to pay more but most seek value, and it’s sales’ responsibility to frame the value proposition, including price. Here are three processes required to do that. Understanding Value and Costs....
by Frank Cespedes | Jan 3, 2023 | Uncategorized
Note: this article originally appeared in GTM Magazine. Digital access can be found here. In this installment of The GTM Interview, I had the privilege to ask the hard questions to the legendary Frank Cespedes, Ph.D., Senior Harvard Lecturer, and bestselling author of...
by Frank Cespedes | Nov 21, 2022 | Uncategorized
Note: this article originally appeared in Harvard Business Review Online, co-authored with Trond Aas, Alex Hunt, and Huw Newton-Hill. Digital access can be found here. Summary. Training employees tops the agenda in many organizations, according to a LinkedIn report....
by Frank Cespedes | Oct 3, 2022 | Uncategorized
Note: this write up of an interview I had with Shep Hyken first appeared at Forbes,com. You can find it here. Most people think that customer service is a department that handles complaints and problems. There may be a department or contact center that does, but...
