by Frank Cespedes | Mar 11, 2016 | Articles
The Dialogue That Rarely Happens Frank V. Cespedes Originally published in Top Sales magazine (February, 2016) In any organization, influence is bestowed as well...
by Frank Cespedes | Jun 17, 2015 | Aligning Strategy and Sales, Articles
International business consultant Frank Cespedes explains how you can build your platform, drive effective sales, and increase the growth potential of your business. I’ve learned so much from my mistakes, as well as the mistakes and wisdom of my peers. In...
by Frank Cespedes | Apr 6, 2015 | Aligning Strategy and Sales, Articles
My sincere thank-you to DrivingSales and Paul Moran for his response, “Does Social Media Sell? A Harvard Professor Says No,” to my HBR.org article, “Is Social Media Actually Helping Your Company’s Bottom Line?” Paul says I am taking “a shallow perspective” on this...
by Frank Cespedes | Mar 3, 2015 | Aligning Strategy and Sales, Articles
When it comes to business, we talk too much about social media and expect too little. It’s like the old joke about sales people: one person says, “I made some valuable contacts today,” and the other responds, “I didn’t get any orders, either.” Companies measure the...
by Frank Cespedes | Feb 18, 2015 | Aligning Strategy and Sales, Articles
If you have a monopoly, then your reward is a quiet life, one devoid of having to deal with competition. But most firms face changing competition, threats to their installed base, and quarterly investor expectations — all of which place sometimes conflicting demands...
by Frank Cespedes | Feb 13, 2015 | Aligning Strategy and Sales, Articles
The goal of strategy is sustained profitable growth, and that means earning returns above your cost of capital or what economists call “Economic Profit” (EP). Companies seeking profitable growth, therefore, face two interdependent tasks: grow the top line and manage...
