by Frank Cespedes | May 9, 2018 | Uncategorized
by Frank V. Cespedes and Russ Heddleston (Harvard Business Review, April 2018) In the past decade, content marketing has become a widely established practice. Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials,...
by Frank Cespedes | Apr 10, 2018 | Uncategorized
Frank V. Cespedes (Top Sales Magazine, April 2018) Someone once told me that many companies maintain their equipment better than their people. If so, they get what they don’t maintain. This is especially true in sales. Across industries, turnover in sales averages...
by Frank Cespedes | Dec 11, 2017 | Uncategorized
by Frank Cespedes and David Mattson It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault...
by Frank Cespedes | Oct 10, 2017 | Uncategorized
Chief Executive, August 31, 2017 Frank Cespedes, Jay Galeota, and Michael Wong Korn Ferry recently estimated that, globally, human capital has a value about 2.3 times that of physical capital.[1] This difference is likely to widen in increasingly service economies....
by Frank Cespedes | Sep 26, 2017 | Uncategorized
Harvard Business Review (site) by Frank V. Cespedes and Bob Marsh “What gets measured gets managed” is a longstanding business aphorism. But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything....
by Frank Cespedes | Aug 30, 2017 | Uncategorized
Frank V. Cespedes, for Top Sales Magazine, August 2017 There is lots of buzz about big-data and “Sales Enablement” (SE)—the current catch-all term for attempts to increase sales productivity via technology. There are now hundreds of vendors of such tools, and SE is...
