by Frank Cespedes | Jul 15, 2024 | Uncategorized
Note: this article first appeared in Top Sales Magazine, which you can find here. Artificial intelligence (AI) is now a loose term for many different things. But the value proposition at the heart of AI is that the tools can do a task nearly as good or better than...
by Frank Cespedes | Jun 26, 2024 | Uncategorized
Note: this article first appeared at HeadofSales, accessible here. Sales hiring is expensive and a poor hire can damage your brand. Consider these stats [i]: In the U.S., average turnover in sales is between 20% to 30% annually. This means that for many firms,...
by Frank Cespedes | Mar 26, 2024 | Uncategorized
Note: this article first appeared at the Harvard Business Review online, here. Summary. Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But,...
by Frank Cespedes | Jan 8, 2024 | Uncategorized
Note: This article first appeared in the December 2023 article of Top Sales Magazine. Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for...
by Frank Cespedes | Nov 29, 2023 | Uncategorized
Note: This article first appeared in the October edition of Top Sales Magazine. There are few alternatives to growth for most companies. It’s the rare firm whose goal involves getting smaller and, for employees, there is a strong correlation between their company’s...
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.
