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

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...

Sales Leadership During and After the Crisis

Note: This article originally appeared in Top Sales Magazine May 2020 issue pages 28-29. You can find digital access to this article here. Even in good times, life in a sales organization is filled with short­ term deadlines and pressures: sales per quarter, sales per...

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