by Frank Cespedes | Oct 25, 2021 | Uncategorized
Note: this article first appeared in Raydiant’s series, The Future of Shopping, here. How has consumer shopping behavior evolved over the past 5 years? It’s an omni-channel buying world. Consumers are both online and offline at multiple times throughout their...
by Frank Cespedes | Aug 4, 2021 | Uncategorized
By Frank V. Cespedes Please note: This article recently appeared in the August 2021 edition of Top Sales Magazine. In a previous article (“Sales Hiring Is Hard to Do,” January 2021), I discussed inherent challenges in sales hiring and common practices that make a...
by Frank Cespedes | Jun 21, 2021 | Uncategorized
By Frank Cespedes and Zoran Latinovic Please note that this article originally appeared in the European Business Review on May 18, 2021. In a study before the pandemic, PricewaterhouseCoopers[1] found that companies had made little progress in the previous decade...
by Frank Cespedes | Jun 21, 2021 | Uncategorized
By Frank V. Cespedes April 5, 2021 Please note that this article first appeared in the Harvard Business Review on April 5, 2021. Companies have experienced a surge of online orders during the pandemic. As the crisis eases,leaders need to decide whether the dramatic...
by Frank Cespedes | Mar 25, 2021 | Uncategorized
Harvard Business School professor and sales expert Frank Cespedes gets straight to the point in a recent Q&A with CIENCE about his newly released book, Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review...
