Media

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

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...

Defining a Post Pandemic Channel Strategy

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...

Get Ready to Sell

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...

Reframing Value in a Crisis

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...

Media Bias? But Not What You Think It Is

Frank Cespedes: Media Bias? But Not What You Think It Is. This article originally appeared on Medium on May 18, 2020. Media Bias? But Not What You Think It Is Frank V. Cespedes In the current crisis, news outlets have doubled down on a certain narrative about online...

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