Senior Lecturer at Harvard Business School and author of Sales Management That Works, Aligning Strategy and Sales, as well as other books and articles.

Frank Cespedes

Upcoming Class: Leading in the Digital Era

With others, I will teach in a new executive program next month, “Leading in the Digital Era,” at Harvard. The program focuses on the people, process, and leadership requirements for making ‘digital transformation’ real and valuable (and not just rhetoric) in...

Say My Name

Please note: this post first appeared on the NPR Planet Money series. It is available to listen to here. Hello, listener. Thanks for clicking on this episode, listener. The Indicator team appreciates your interest in our podcast, listener. ...Okay, did repeating...

The Future of Shopping

Note: this article first appeared in Raydiant's series, The Future of Shopping, here. How has consumer shopping behavior evolved over the past 5 years? It’s an omni-channel buying world. Consumers are both online and offline at multiple times throughout their buying...

Improving Sales Hiring

By Frank V. Cespedes Please note: This article recently appeared in the August 2021 edition of Top Sales Magazine. In a previous article (“Sales Hiring Is Hard to Do,” January 2021), I discussed inherent challenges in sales hiring and common practices that make a...

Getting Up to Speed in Your Sales Efforts

By Frank Cespedes and Zoran Latinovic Please note that this article originally appeared in the European Business Review on May 18, 2021. In a study before the pandemic, PricewaterhouseCoopers[1] found that companies had made little progress in the previous decade...

sales managment that works

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