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...
by Frank Cespedes | Jan 12, 2021 | Uncategorized
Please note that this article was originally published in Top Sales Magazine January 2021. Consider these stats: Average turnover in sales across industries ranges from 20% to 30% annually, meaning that atmany companies the equivalent of the entire sales force must be...
by Frank Cespedes | Sep 18, 2020 | Uncategorized
Please note that this article originally appeared in Top Sales Magazine September 2020 edition. Digital access can be found here. The long-term impact of the pandemic is uncertain. Hope for a V-shaped economic recovery, but don’t count on it. During the 2008-2009...
by Frank Cespedes | Sep 18, 2020 | Uncategorized
Please note that this article first appeared in Top Sales Magazine July 2020 and is written by Frank Cespedes and David Hoffield. Cascading bankruptcies, higher debt loads, and uncertainty about future waves of infection mean a tightening of budgets, resistance to...
by Frank Cespedes | Jul 7, 2020 | Uncategorized
Interview, “Frank Cespedes: The Role of the Sales Force in Pricing Strategy Implementation” [Chapter 4 of Pricing Strategy Implementation: Translating Pricing Strategy into Results, ed. Andreas Hinterhuber and Stephan M. Liozu; Routledge, 2020] What are key...
