by Frank Cespedes | Apr 17, 2025 | Articles
Note: Original article on HBR: How One Company Used AI to Broaden Its Customer Base
by Frank Cespedes | Mar 10, 2025 | Articles
Note: This article first appeared on European Business Review: Maximize Digital Value: Tech Strategies
by Frank Cespedes | Nov 13, 2024 | Aligning Strategy and Sales, Articles
Note: this article first appeared in Top Sales Magazine during November 2024
by Frank Cespedes | Sep 30, 2024 | Aligning Strategy and Sales, Articles
4 Steps That Can Optimize Your Sales Process (hbr.org)Sales is an art where outcomes matter, so most advice about performing well in this role focuses on the desired outcome: closing the sale. But a close is the result of actions and choices that occur earlier in the...
by Frank Cespedes | Sep 4, 2024 | Articles
Note: this article first appeared in Top Sales Magazine during September 2024
by Frank Cespedes | Apr 20, 2017 | Articles
In a previous article (“Rethinking Sales Compensation,” Top Sales Magazine, February 2017), I examined three common but false assumptions about money, motivation, and management in sales compensation practices. The message was that the purpose of any sales comp plan...
