by Frank Cespedes | Aug 29, 2019 | Uncategorized
PCHYBURRS/GETTY IMAGES by: Frank V. Cespedes and Tracy DeCicco This article was originally published in Harvard Business Review on August 19th, 2019 Few people in sales would dispute the importance of bringing insights to customer conversations. One might...
by Frank Cespedes | Jun 7, 2019 | Uncategorized
by: Frank V. Cespedes and Leon Poblete This article was originally published in Harvard Business Review on June 3rd, 2019 Most research and training in sales focuses on acquiring customers, but, as ecosystems become increasingly dynamic and discontinuous, it’s also...
by Frank Cespedes | Apr 25, 2019 | Uncategorized
Published at Harvard Business School, Working Knowledge in April 2019 When salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V. Cespedes. This sad scenario plays out at many...
by Frank Cespedes | Feb 7, 2019 | Uncategorized
published in Top Sales Magazine, February 2019 Probably the most common complaint I’ve heard throughout my career from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. As one senior executive puts it, “I want sales...
by Frank Cespedes | Oct 24, 2018 | Uncategorized
published in Top Sales Magazine; August, 2018 Assembling the right sales team has always been crucial. As the old saying goes, “You hire your problems.” But recruitment and selection are now even more important. Data and analytical tasks have lengthened...
